Five Ways to Measure Business Results
1. Win Ratio
The point of this sort of metric is pretty obvious. It’s like glancing at the baseball standings—the team with the highest winning percentage is on top. For most sales executives, increasing the win ratio may be exactly the kind of success they want to see. It’s simple and straightforward.
| 2002: | 500 proposals submitted, 200 deals won = 40 percent win ratio |
| 2003: | 400 proposals submitted, 185 deals won = 46.25 percent win ratio |
The interesting thing about these numbers is that even though fewer deals were won, the win ratio was higher. This could stem from putting in place a better bid/no bid analysis process, or from fewer opportunities in your industry due to economic conditions. But it could ...
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