# GTM Metric

Maximize sales closing effectiveness

Track the percentage of sales opportunities that result in closed-won deals. Optimize your sales process, proposal quality, and negotiation skills to improve win rates.

### Opportunity-to-Customer Rate Dashboard

Live Preview

Overall Win Rate  
22%  
+22.2%

Enterprise Deals  
35%  
+25%

SMB Deals  
15%  
+25%

Average Sales Cycle  
45 days  
-18.2%

Trend Analysis  
Current  
Connected to Salesforce  
Updated 2m ago

## Why Opportunity-to-Customer Rate Matters

Essential insights for optimizing your go-to-market strategy

### Key Insight #1

Enterprise opportunities typically have 2x higher win rates

### Key Insight #2

Proper qualification reduces pipeline bloat and improves actual win rates

### Key Insight #3

Shorter sales cycles often correlate with higher win rates

## How to Calculate

### Formula

Closed-Won Opportunities ÷ Total Opportunities × 100

### Benchmarks

Industry Average:15-25%  
Good Performance:25-35%  
Excellent Performance:> 35%

### Trend Analysis

Q1Q2Q306121824

Q1

## Implementation Guide

How to track this metric effectively with Airbook's integrated platform

1. Connect Your Data  
Connect your CRM, marketing tools, and analytics platforms with Airbook's 150+ connectors. Data syncs automatically and gets transformed into analysis-ready tables.

2. Build Your Analysis  
Use our collaborative workspace to calculate this metric with SQL or no-code tools. Create segments, time periods, and cohort analyses across all your data sources.

3. Track & Act  
Build auto-refreshing dashboards, set up threshold alerts, and track trends over time. Share insights across teams and trigger actions based on your metrics.

## Effortless, direct connections

## Access clean, actionable data from business tools, databases, and data warehouses—anytime, anywhere

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## Ready to Track Opportunity-to-Customer Rate?

Connect your data sources, automate opportunity-to-customer rate calculations, and get real-time insights to optimize your business growth.