{"id":7986,"date":"2012-02-06T17:38:24","date_gmt":"2012-02-06T17:38:24","guid":{"rendered":"http:\/\/www.matthew-j-smith.com\/?p=7986"},"modified":"2014-10-01T17:40:30","modified_gmt":"2014-10-01T17:40:30","slug":"how-to-increase-your-sales-win-rate-by-9","status":"publish","type":"post","link":"https:\/\/www.matthew-j-smith.com\/?p=7986","title":{"rendered":"How To Increase Your Sales Win Rate by 9%"},"content":{"rendered":"

What A 9% Win Rate Increase Means In Real Sales Results<\/strong><\/p>\n

In their 2011 Sales Performance Optimization<\/em> study CSO Insights reported that B2B sales organizations with a formal prospect definition<\/strong> experienced a 9% greater win rate than those with no formal prospect definition.<\/p>\n

We analyzed the value of that 9 percent advantage in our Sales Revenue Forecasting<\/a> model based on numbers we had seen with an actual 3FORWARD client.\u00a0 Here’s the impact it produced.<\/p>\n\n\n\n\n\n\n
\u00a0<\/strong><\/td>\n25% Win Rate<\/strong><\/td>\n34% Win Rate<\/strong><\/td>\n<\/tr>\n
Total Annual Contract Signings<\/strong><\/td>\n$18,000,000<\/td>\n$19,620,000<\/td>\n<\/tr>\n
Total Realized First Year Revenue<\/strong><\/td>\n$5,062,500<\/td>\n$5,518,125<\/td>\n<\/tr>\n
Required Full Year Proposed Pipeline<\/strong><\/td>\n$72,000,000<\/td>\n$57,705,882<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n

Instead of a 25% win rate resulting in booking $4.5 million per quarter, this company would instead book $4.9 million per quarter at the 34% win rate.\u00a0 Here are the other results of an improved win rate.<\/p>\n

The Benefits of a 9% Sales Win Rate Improvement<\/strong><\/p>\n