How to Calculate Win Rate (3 Formulas Compared) - Tomba.io

Quoted on this wiki

Every place a page here uses this source, in the order the words come in it.

1. Improve the top, not just the close. A rep with a 15% win rate on a bad list and a rep with 15% on a great list are not equally skilled. Before running a sales-technique intervention, check whether the source data changed. Pulling contacts from a verified B2B database rather than a scraped list changes win rate by more than most enablement programs do. “Where SDR-created opportunities convert far worse than AE-created ones, the problem is usually the acceptance criteria between the two roles, not either role's ability. Track win rate by opportunity creator and the gap becomes obvious in a single chart.” How should you report win rate to leadership?#

   In Sales acceptance and rejection

2. Verify before you sequence. A validated address means a real inbox, which means the non-reply is a genuine signal about interest rather than a delivery failure. Sender reputation compounds here too — see how email deliverability interacts with reply rates. “Enrich before you qualify. Knowing headcount, tech stack, and funding stage before the first call lets reps disqualify early. Early disqualification keeps the denominator clean; late disqualification pollutes it.” Find the actual decision-maker, not the first name you found. A deal worked against a non-buyer is a structurally unwinnable deal that still counts as a loss. Using a proper email finder to reach the economic buyer directly is a win-rate intervention disguised as a prospecting tactic.

   In Lead enrichment workflows

Quotes are verbatim and belong to their publishers. Where a quote has been translated, the original wording is kept below it.