Closing ratio
The share of sales opportunities that end in a won deal, usually reported per rep and per team.
Check the counting rules in the definition before using this calculation in a report.
Definition
Closing ratio is deals won divided by opportunities worked, over the same period. The complication is always the denominator: some teams count every logged opportunity, others count only customers who sat through a full presentation or received a written quote, and the two produce very different numbers.
Whatever definition a team picks, it has to stay stable. A closing ratio that improves because the counting rule changed tells a manager nothing.
Why it matters
Closing ratio is the outcome number that phone and text metrics eventually have to justify. A rising set rate that does not show up in closing ratio usually means the appointments got softer, not that the team got better, and that is worth catching early.