Do opportunities where the Decision Process is well understood tend to close more often?
Analysis of the Salesforce opportunities shows:
1. Overall Close Rate (any “Closed” stage):
- Decision Process well understood: 425 opportunities, 111 closed → 26.12% close rate
- Decision Process not understood: 325 opportunities, 105 closed → 32.31% close rate
2. Win Rate (“Closed Won” only):
- Decision Process well understood: 425 opportunities, 93 won → 21.88% win rate
- Decision Process not understood: 325 opportunities, 89 won → 27.38% win rate
Conclusion: Opportunities where the decision process is explicitly documented actually close—and win—at lower rates than those without a documented decision process. Therefore, clear decision‐process articulation does _not_ correlate with higher close rates in this dataset.
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