--- title: Sales Math To Improve Your Sales Results description: I’ve worked with companies in more than a dozen industries.  There are three metrics I’ve seen that consistently elevate sales results – Average Deal Size, Win Rate, and Active Pipeline Size. If you can help your sales team improve one or more of those metrics, better results soon follow. Two metrics that can increase faster […] --- # Sales Outcomes Open main menu Close main menu [Sales Solutions](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/tag/sales-solutions) [Sales Enablement](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/tag/sales-enablement) # Sales Math To Improve Your Sales Results [Hernan Vera](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/author/hernan-vera) [Share this blog post on Twitter](https://twitter.com/intent/tweet?text=I+found+this+interesting+blog+post&url=https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/sales-math-to-improve-your-sales-results) [Share this blog post on Facebook](http://www.facebook.com/share.php?u=https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/sales-math-to-improve-your-sales-results) [Share this blog post on LinkedIn](http://www.linkedin.com/shareArticle?mini=true&url=https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/sales-math-to-improve-your-sales-results) *I’ve worked with companies in more than a dozen industries.*  ## There are three metrics I’ve seen that consistently elevate sales results – ***Average Deal Size, Win Rate, and Active Pipeline Size***. If you can help your sales team improve one or more of those metrics, better results soon follow. *Two metrics that can increase faster than others* is Win Rate and Average Deal Size – here’s how: If you look at average B2B Win Rates, you’ll see that active clients have the highest win rates, followed by former clients, and lost prospects. ## **Average Win Rate by Client Type** ![Win Rates By Client Type Table](https://www2.salesoutcomes.com/hs-fs/hubfs/Imported_Blog_Media/d7df99d0-90c5-4cce-be42-fc2354f81552.jpg?width=400&height=151&name=d7df99d0-90c5-4cce-be42-fc2354f81552.jpg) **B2B Salespeople and sales leaders often ignore one of the richest troves of potential new opportunities  – Prospects with lost deals.**   Revisiting ***lost deals provides a potential source of new revenue that typically has a 2x higher win rate than new prospects.*** If you segment and prioritize those lost prospects, *you can increase your average deal size too!* Here what drives the sales math. If a salesperson proposed a deal a year or so ago, the chances are that the prospect’s needs have changed. They may be in a growth mode, acquired a competitor, or outgrown the competitive solution they selected over your firm in the past. If your firm made a good impression when you lost the deal, your chances of winning this time at least doubles, if you prioritize which lost prospects you approach, your average deal size can increase substantially. ## ***Here’s how to drive improvement in Win Rate and Average Deal Size:*** ### **1.** Hopefully, you have a CRM that has been in place for at least a few years.**Start by running a report  from the CRM of lost deals the past X number of years or months**, depending on your sales cycle and contract length. ### **2. Segment** by product or solution if appropriate. ### **3. Prioritize** by deal size – those that will probably be 20% of the deals that comprise 80% of the lost deal dollar volume. ### **4. Review** the prioritized list with your sales team and have them weed out companies that are not a current fit due to credit, relationship, competitive position, etc. ### **5. Assign** the lost deals to individual salespeople and hold them accountable for making meaningful and relevant contact within a period you define. ### **6. Get marketing to help** by asking them to develop marketing initiatives directly to these prospects. ### **7. Reap** the rewards ### **8.** Press **repeat** ***Revisiting lost deals is low-hanging fruit that can drive fast increases in Win Rates and Average Deal Size. Make it a regular part of your sales team motions.*** ### Leave a Comment ## Related Articles [Sales Solutions](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/tag/sales-solutions) [Sales Enablement](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/tag/sales-enablement) ### [Make Activities Count for Sales Success](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/activity) ## When B2B sales organizations focus on activity-based metrics, the activities often don’t align with consultative and strategic opportunity pursuit sales motions. [Hernan Vera](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/author/hernan-vera) [Read More](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/activity) [Marketing Solutions](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/tag/marketing-solutions) [Sales Solutions](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/tag/sales-solutions) ### [Did This Metric Go Up or Down Last Year?](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/did-this-metric-go-up-or-down-last-year) #### **Average opportunity or deal size (or average contract value) is one of the top three metrics that can drive your organization’s sales results.** *Coupled with win...* [Hernan Vera](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/author/hernan-vera) [Read More](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/did-this-metric-go-up-or-down-last-year) #### About - Menu Item One - Menu Item Two - Menu Item Three #### Services - Menu Item One - Menu Item Two - Menu Item Three #### News - Menu Item One - Menu Item Two - Menu Item Three Follow us on Facebook Follow us on LinkedIn Follow us on Twitter Follow us on Instagram ```json { "@context" : "https://schema.org", "@type" : "BlogPosting", "author" : { "@type" : "Person", "name" : "Hernan Vera", "url" : "https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/author/hernan-vera" }, "dateModified" : "2022-10-26T20:44:14.493Z", "datePublished" : "2019-09-10T15:40:28.000Z", "headline" : "Sales Math To Improve Your Sales Results", "mainEntityOfPage" : { "@id" : "https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/sales-math-to-improve-your-sales-results", "@type" : "WebPage" }, "publisher" : { "@type" : "Organization", "logo" : { "@type" : "ImageObject" }, "name" : "Sales Outcomes" } } ```