What is Sales Velocity?
How much revenue the pipeline generates per day.
How to calculate it
Calculate Sales Velocity as: (Opportunities × Win Rate × Deal Size) / Cycle Length. Pull the inputs from your connected data and track the trend over time in your dashboard.
Examples
Example 1
120 opps x 25% win x $6,000 / 45 days = ~$4,000/day. Shortening the cycle to 36 days lifts it to ~$5,000/day.
Example 2
Cutting the average cycle from 45 to 30 days while holding everything else constant raises velocity from ~$4,000/day to ~$6,000/day, a 50% lift with no extra pipeline.
Why it matters
Sales velocity combines opportunity volume, win rate, deal size and cycle length into a single measure of how much revenue the pipeline generates per day. It is powerful because improving any one of the four levers raises the whole figure, making it a useful diagnostic for where to focus. It is best read as a directional trend rather than a precise dollar value.
Benchmark context
There is no external benchmark; track the trend over time and use scenario analysis to see which lever (volume, win rate, deal size or speed) moves it most.
Common pitfalls
Treating it as precise rather than directional.
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