Funky Flywheels Show – der Podcast für B2B SaaS- & AI-Founder zwischen 1–10 Mio. ARR. · Björn W. Schäfer | Entrepreneur, Business Angel & Book Author

Die Win Rate Lüge: warum die meisten CRMs die Win Rates falsch berechnen - EP 123 🇩🇪 | Classics Robert Gimbel

·39 min·2 clips

A 30% win rate can still hide the fact that January opportunities no longer exist.

Bjorn Schäfer opens from a familiar founder instinct: the win rate looks strong, so the number gets celebrated. Robert Gimbel pushes back right away. He argues that many CRM systems calculate win rate in a way that hides more than it shows. The usual approach takes all new deals of a month or quarter and compares Closed Won with Closed Lost. That sounds clean. It is also too blunt for a sales motion with older opportunities, shifting close timing, and mixed deal histories. The episode keeps circling the same question: what exactly belongs in the denominator? Closed Lost alone gives one answer. Closed Lost plus still-open opportunities gives another. Both show up in practice. Both can turn fuzzy if the cohort logic is sloppy. The discussion then gets practical. Bjorn and Robert break down when the data is measured, whether the close date can move, and what happens when open opportunities from another quarter are pulled into the count. That is where the metric gets muddy. They also leave room for segmentation, because SME, enterprise, and country-level business do not behave the same way. A single win rate can conceal very different sales realities. The value of the episode is not just the headline claim. It is the push for a cleaner calculation before anyone uses the number to make a judgment.

As heard by us

A clear look at win-rate math that shows the headline number only makes sense with context.

Funky Flywheels treats a familiar sales metric as a harder question: what, exactly, is the CRM counting when it reports win rate? The discussion shows how monthly or quarterly deal groupings can blur older opportunities with newer ones, making Closed Won versus Closed Lost look…

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Why you'd press play

If your CRM flatters a 30 percent win rate, this episode checks the math underneath it.

Read the full recommendation in PlayNext →

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