Salesforce Metric
Sales
Quote To Close Rate = Closed-Won Opportunities with a Quote / Total Opportunities with a Quote x 100
Quote To Close Rate measures the share of Salesforce opportunities that reach the quote stage and then convert to closed-won. It is calculated from Quote records linked to Opportunity records, using the opportunity stage and close outcome to determine which quoted deals actually closed. The metric isolates the final stretch of the pipeline, after a price has been presented but before the deal is signed.
Full guide: definition, formula, and benchmarksSalesforceSalesQuote To Close Rate
Quote To Close Rate measures the share of Salesforce opportunities that reach the quote stage and then convert to closed-won. It is calculated from Quote records linked to Opportunity records, using the opportunity stage and close outcome to determine which quoted deals actually closed. The metric isolates the final stretch of the pipeline, after a price has been presented but before the deal is signed.
How to calculate quote to close rate
Why quote to close rate matters for Salesforce users
Once a quote has gone out, a buyer has signalled real intent, so deals lost at this point are the most expensive to lose. A low Quote To Close Rate usually points to pricing that does not land, weak negotiation, slow approvals or competitors winning on the final comparison, and each of those has a different fix.
Because Salesforce holds both the quote and the opportunity outcome, this rate gives sales leaders a clean read on late-stage execution rather than top-of-funnel volume. It separates a quoting problem from a prospecting problem, which keeps coaching and process changes pointed at the stage that is actually leaking revenue.
Understand and act on quote to close rate with KPI Tree
Sync your Salesforce Opportunity and Quote objects into your warehouse and compute Quote To Close Rate in KPI Tree. Place it inside a metric tree alongside contract value analysis and contact conversion rate so you can see how quoting performance rolls up into pipeline and revenue, and so a drop here can be traced to the deals and reps driving it.
Assign RACI ownership in KPI Tree, with sales operations accountable for the definition and a sales leader responsible for the result, then set a weekly or fortnightly review cadence tied to your forecast call. That keeps quoting friction visible while deals are still open rather than surfacing it after the quarter has closed.
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Related Salesforce metrics
Contact Conversion Rate
CRMMetric Definition
Contact Conversion Rate = (Contacts with Opportunities / Total Qualified Contacts) x 100
Contact conversion rate measures the percentage of contacts in Salesforce that become associated with an opportunity. It evaluates the effectiveness of lead qualification, nurturing, and sales development at converting the contact database into active pipeline.
Contract Value Analysis
CRMMetric Definition
Contract value analysis examines the distribution and trends of contract values across Salesforce opportunities and contracts. It segments total contract value (TCV) and annual contract value (ACV) by customer segment, product mix, contract term length, and sales rep to identify pricing patterns, discount behaviours, and deal structuring trends that influence long-term revenue.
Activity Volume per Rep
CRMMetric Definition
Activity Volume per Rep = Total Logged Activities / Number of Active Reps
Activity volume per rep measures the total number of logged activities (calls, emails, meetings, tasks) per sales representative in Salesforce over a defined period. It quantifies the effort each rep invests in customer-facing and pipeline-building activities and serves as a baseline for evaluating activity efficiency.
Account Health Score
CRMMetric Definition
Account health score is a composite metric that evaluates the overall strength of a customer relationship using Salesforce data. It combines activity recency, opportunity pipeline status, support ticket trends, product adoption signals, and engagement frequency to produce a single score indicating whether an account is thriving, stable, or at risk.
Explore quote to close rate across integrations
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