One number I’d want to see alongside the 20% close rate is the dollar value of the quotes that are still open.
For example, instead of treating every unclosed estimate the same, I’d separate them into:
- newly sent
• waiting for a decision
• no response after follow-up
• overdue for follow-up
• clearly lost
Then put a dollar value against each bucket.
That would tell you something a basic close-rate percentage can’t: how much potential revenue is currently sitting in the pipeline without a clear next action.
Has anyone here actually tracked the dollar value of their “still open / no decision” estimates separately?
