Sales Hit Rate Calculator
Measure your sales team's closing efficiency instantly.
How to Calculate Hit Rate in Sales: A Comprehensive Guide
In the world of sales, the "Hit Rate" (often referred to as the win rate or conversion rate) is one of the most critical Key Performance Indicators (KPIs). It measures the effectiveness of your sales process by comparing the number of deals won against the total number of opportunities pursued.
The Sales Hit Rate Formula
Calculating your hit rate is straightforward. You divide the number of successful sales by the total number of opportunities or quotes sent within a specific timeframe.
Step-by-Step Calculation Example
Imagine a software sales representative, Sarah, who manages a pipeline for the month of October:
- Total Leads Qualified: 50
- Deals Successfully Closed: 12
Using the formula: (12 รท 50) = 0.24. Multiply by 100 to get a 24% Hit Rate.
Why Tracking Hit Rate Matters
Understanding your hit rate allows sales managers to perform "backwards mapping." If you know your hit rate is 20% and your goal is to close 10 deals next month, you know you must generate at least 50 high-quality opportunities.
| Industry | Average Hit Rate | Focus Area |
|---|---|---|
| Software (SaaS) | 20% – 30% | Lead Qualification |
| Professional Services | 30% – 50% | Relationship Building |
| Retail / E-commerce | 2% – 5% | Traffic Volume |
| Real Estate | 10% – 15% | Market Timing |
3 Ways to Improve Your Sales Hit Rate
- Sharpen Lead Qualification: Stop chasing deals that aren't a good fit. Focus on "Ideal Customer Profiles" (ICP).
- Improve Sales Training: Identify where deals are dropping off in the funnel (e.g., discovery vs. proposal) and provide targeted coaching.
- Follow Up Faster: Research shows that response time is directly correlated with higher win rates.
Frequently Asked Questions
What is a good hit rate in sales?
While it varies by industry, a B2B sales hit rate between 20% and 35% is generally considered healthy. High-ticket items often have lower hit rates but higher margins.
Should I include "lost" or "abandoned" deals?
Yes. To get an accurate hit rate, you must include every opportunity that reached a specific stage of your funnel, whether they bought from a competitor or simply decided not to buy at all.