Why A Rising Win Rate Can Be a Bad Sign
SBI Growth
AUGUST 25, 2013
'The software company’s VP of Sales boasted about his win rate. “Over the last four years we’ve increased our close percentage in opportunities from 21% to 34%. Each year we’ve improved.”. The CEO was not impressed. During this four year period, his VP missed the target two times. This year revenue was behind goal again. If the sales team was getting better, why did they keep missing quota?
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