Closing · lead-to-sale conversion
Closing is the final step of the sale: turning a lead into a signed customer. The close rate is the share of leads who actually become customers.
The formula
Close rate = (Signed customers ÷ Leads handled) × 100
A concrete example
Example
8 sales for 40 leads: close rate = (8 ÷ 40) × 100 = 20%.
Why it matters
Closing depends as much on the sales process (follow-up, tracking, structure) as on the pitch. Better quote follow-up can add several points of close rate, and therefore revenue, without a single extra lead.