Understand cohort rates and observation windows
Learn how eligible opportunities, maturing records, close-date checks and current outcomes determine cohort rates.
Where to goSales CRM → Reports → Win cohorts → Time-window cells
Before you start
Use your own authorised staff account in the intended Britixo workspace. The Sales CRM module must be available and your role must include the permissions stated above. Existing leads, customers, communications and customer portal pages retain their normal access rules.
Follow these steps
- Choose a creation-month row and a time window.
- Read wins / eligible opportunities beneath the percentage.
- Check the maturing count to see how many records are too recent for that window.
- Select the cell and review Created, Current outcome, Days to win and Won within the selected window.
- Investigate any actual-close-date warning using the opportunity’s normal detail view and your existing permissions.
Behavior and limits
- Opportunity age is the calendar-day difference between its creation date and the server’s observation date. Date arithmetic is independent of daylight-saving hour changes.
- Days to win is the calendar-day difference between creation and the actual close date for a currently Won opportunity. A same-day win has zero days.
- An N-day numerator counts eligible current wins with days to win less than or equal to N. The denominator includes all matching opportunities at least N days old, including current Open and Lost records.
- For example, if four opportunities are at least 30 days old and two are currently Won with actual close dates within 30 days of creation, the 30-day rate is 50.0%. A fifth opportunity only five days old is maturing and does not change that rate, even if it already won.
- A record exactly N calendar days old is eligible for the N-day window. A win occurring exactly N days after creation counts within that window.
- Rates display one decimal place. Each window can have a different eligible denominator, so percentages need not increase from left to right. Compare both numerator and denominator.
- A current win with a missing, invalid, pre-creation or future actual close date is flagged for review. It remains in eligible denominators but cannot contribute to timed wins. Current Won summary counts still include it.
- An opportunity that is currently Open or Lost cannot count as a timed win merely because a previous close date remains stored. Reopening or reclassifying a deal changes current-state results.
- The percentage is not won divided by won plus lost. It is not a prediction, a survival estimate, customer retention or proof of historical stage-to-stage conversion.
Check it worked
- Compare one example manually using its calendar dates.
- Confirm that immature quick wins are excluded from the selected cell, while remaining visible in the month’s full record list.
- Distinguish Needs date review from Not currently won in the drill-through table.
- Use the report’s observation date when reproducing an exported calculation.
Troubleshooting
- A lower percentage in a longer window may reflect a different eligible population rather than fewer wins.
- A recent cohort can show current wins while every time-window cell is still unavailable.
- Missing close dates should be investigated through the normal opportunity workflow; running a report does not change or repair stored data.
- Creation-month totals may be smaller when the selected date range covers only part of that month.
- The report does not count earlier wins for a deal that has since reopened.