Date created: Oct 12, 2022 • Last updated: Sep 22, 2023
What is Won Opportunities?
Won Opportunities is the count of sales opportunities that are “Closed Won”. It is a measure of success of the Sales, Marketing, and Product teams. "Closed Won" is the stage at which a quote or proposal has been signed or electronically accepted and is now considered fulfillable. Counter to Won Customers, Won Opportunities apply to both new and existing customers.
Won Opportunities Formula
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How to visualize Won Opportunities?
When it comes to visualizing your Won Opportunities, segmentation is crucial. Your overall Won Opportunities count is a useful metric to have, but can give you much better and meaningful insights when segmented by region, rep name, or lead source. Take a look at the data visualizations for more examples of how to track your Won Opportunities data in a dashboard:
Won Opportunities visualization examples
vs previous period
ChartMeasuring Won Opportunities
More about Won Opportunities
Sales cycles vary from business to business, but what is consistent is that every potential customer goes through a very similar set of stages. It's generally the same cycle whether or not it's a small purchase such as a pen at a stationary store, or a large multi-year consulting contract. For the buyer, this journey is often described as Awareness of Need > Consideration and Research > Decision and Purchase (and not to be forgotten Post Purchase Re-Assurance). Each of these stages can map to a stage in the sales process, such as Prospecting > Qualification > Needs Discovery > Proposal and Negotiation > Closed Won or Closed Lost.
Numerically, Closed Won represents 100% probability of making the sale, where a stage such as Qualification might only account for 20%.
Analyzing Won Opportunities is an important part of sales management. Understanding what reps, what regions or countries, or which products perform well, or end up as Closed Lost, is crucial in understanding your go-to-market and sales efficiency.