Sales win rate, adjusted for contribution: the PAS
Online version: https://funneleconomics.ai/resources/glossary/pas
PAS (Performance Adjusted Score) multiplies a sales rep’s win rate across all their decided deals by their CIF. PAS thereby weights the sales win rate across all decided deals by the contribution to the team result. PAS corrects the cherry picker anomaly: a high win rate across all decided deals with a low CIF.
How is PAS calculated?
PAS = win rate across all decided deals in % × CIF / 100
- Win rate across all decided deals – the sales rep’s deals won, divided by deals won plus deals lost, as a percentage
- CIF – Commercial Impact Factor: combines volume impact and value impact, weighted, into one measure
The win rate in PAS is the sales rep’s win rate across all their decided deals for the selected period, not the stage win rate. The win rate across all decided deals is unweighted: it rests on the number of deals, not on their volume.
CIF measures the contribution to the team result in one period. Volume impact is the share of the team’s won deals, and value impact is the share of the team’s won revenue.
What does PAS show that win rate alone does not?
The cherry picker anomaly is a high win rate across all decided deals with a low CIF – typical when someone works few deals and wins most of them. In a ranking by the win rate across all decided deals, that person would stand near the top.
The win rate across all decided deals shows closing efficiency, not the size of the contribution. In PAS, a high win rate across all decided deals with a small CIF arithmetically yields a small value.
A ranking by PAS sorts the cohort in descending order and splits it into quartiles on the basis of rank. A quartile is a cut on rank, not a threshold.
How PAS differs from win rate and CIF
| Win rate across all decided deals | CIF | PAS | |
|---|---|---|---|
| Measures | share of decided deals that were won | weighted share of the team’s won deals and won revenue | win rate across all decided deals times CIF |
| Lost deals | included | not included | included through the win rate |
| Contribution to the team result | left out | is the measure | included through CIF |
| Use | closing efficiency | commercial contribution | ranking and quartiles |
Related terms
FAQ
Why is win rate not enough to compare sales reps?
The win rate across all decided deals counts won deals against decided deals and is unweighted: it says nothing about the size of the contribution. Someone who works few deals and wins most of them can have a high win rate across all decided deals with a small contribution. PAS therefore multiplies a sales rep's win rate across all their decided deals by CIF, the weighted share of the team result. With a small CIF, even a high win rate across all decided deals yields a small PAS.
How is a sales rep's win rate calculated?
A sales rep's win rate across all their decided deals is the number of deals the rep won, divided by the sum of the deals won and lost in the selected period. Open deals in the pipeline do not count. The calculation is unweighted: it rests on the number of deals, not on their volume. The win rate across all decided deals enters PAS, not the stage win rate.
What is the difference between CIF and PAS?
CIF (Commercial Impact Factor) measures a sales rep's weighted share of the deals won and the revenue won by the team in one period. PAS multiplies that CIF by the rep's win rate across all their decided deals. CIF shows the contribution; PAS combines the contribution with closing efficiency.