Revenue-Weighted Win Rate Calculator and Visualizer
More Win Rate Calculators
Why Revenue-Weighted Win Rate Matters
A standard win rate treats every deal equally — a $5K deal counts the same as a $500K deal. Revenue-weighted win rate corrects this by measuring what percentage of total opportunity revenue you actually captured.
Deal-Count Win Rate = Deals Won ÷ Total Deals
Revenue-Weighted Win Rate = Revenue Won ÷ (Revenue Won + Revenue Lost)
What the Comparison Tells You
Revenue rate higher than deal rate: You’re winning your bigger deals and losing smaller ones. This is often a sign of a strong enterprise sales motion — your team excels at complex, high-value opportunities.
Revenue rate lower than deal rate: You’re winning lots of small deals but losing the big ones. This is a red flag that warrants investigation. Common causes include:
- Lack of executive sponsorship on large deals
- Insufficient resources for enterprise-level proof of concepts
- Pricing or packaging issues at higher tiers
- Stronger competition in the enterprise segment
Rates closely aligned: Your win rate is consistent across deal sizes. This is typical of product-led growth or transactional sales models where deal size variation is minimal.
When Revenue Weighting Changes the Story
Consider a team that won 40 out of 100 deals (40% win rate). Looks solid. But break it down:
- Won: 35 deals at $10K each + 5 deals at $50K each = $600K
- Lost: 10 deals at $10K each + 50 deals at $50K each = $2.6M
Their revenue-weighted win rate is just 18.8%. They’re losing the vast majority of their enterprise pipeline — a reality the simple 40% win rate completely masks.
How to Use These Insights
- Segment your pipeline reviews — Review enterprise and SMB deals separately, with different strategies for each
- Adjust resource allocation — If big deals have low win rates, consider investing more in enterprise sales support
- Refine your ICP — If you consistently lose in a segment, it may not be your ideal customer profile
- Track trends over time — Monitor both metrics monthly to catch shifts in performance before they become problems