What is Pipeline Velocity by Stage?
Time deals dwell in each pipeline stage.
How to calculate it
Calculate Pipeline Velocity by Stage as: Avg days deals spend in each stage. Pull the inputs from your connected data and track the trend over time in your dashboard.
Examples
Example 1
Deals sit 8 days in Discovery but 22 in Procurement -> focus enablement on the procurement bottleneck.
Example 2
Deals sit 8 days in Discovery but 22 in Procurement -> the procurement step is the bottleneck, so enablement and legal support should focus there.
Why it matters
Pipeline velocity by stage measures the average time deals spend in each pipeline stage and pinpoints exactly where deals stall. It turns a vague sense that the pipeline is slow into a specific, actionable bottleneck. Averaging across stages hides stuck-deal outliers that drag the whole pipeline down.
Benchmark context
Shorter, balanced stage durations are healthier; benchmark each stage against its own history to spot emerging bottlenecks.
Common pitfalls
Averaging hides stuck-deal outliers.
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