Close Rate

Full definition

Close rate is the percentage of qualified opportunities a rep or team converts into closed-won deals. In B2B SaaS, individual rep close rates typically range from 15% to 30% of qualified pipeline, with significant variance by segment, deal complexity, and sales motion. Close rate is one of the cleanest metrics for evaluating sales coaching interventions because it is sensitive to rep behaviour on live calls. A 10% lift in close rate across a 20-rep team at $50K ACV is roughly $1M incremental ARR per year.