Average deal size — total won revenue over the number of won deals — sizes your typical sale. Segment it to see where the big deals are, and watch the median when a whale skews the mean.
The example
$450k from 30 won deals.
| A | B | |
|---|---|---|
| 1 | Item | Value |
| 2 | Won revenue | 450000 |
| 3 | Won deals | 30 → $15,000 |
The formula
The formula:
How it works
How it works:
- Divide total won revenue by the number of won deals.
- Or use
AVERAGEIF(stage, "Won", value)directly on a deals table. - Report the median alongside — one giant deal pulls the average up.
- Segment by segment, product, or rep to see where larger deals come from.
ACV vs deal size. For subscriptions, “average deal size” often means annual contract value (ACV) — a multi-year deal’s total divided by its term. Decide whether you’re averaging total contract value or annualized value, and be consistent, or comparisons across deal types will mislead.
Try it: interactive demo
Won revenue and number of won deals.
Variations
AVERAGEIF on won
From a deals table:
Median deal
Typical deal:
By segment
Where the big deals are:
Pitfalls & errors
Won deals only. Don’t average open or lost deals into deal size.
Mean vs median. A whale skews the average — report the median too.
ACV vs total. Decide whether you mean annualized or total contract value.
Practice workbook
Frequently asked questions
How do I calculate average deal size in Excel?
Why also look at the median deal?
What's the difference between ACV and deal size?
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