Sales Velocity Calculator
Measure how fast deals move through your pipeline and how much revenue you generate per day. Identify which lever will have the biggest impact.
Current Metrics
Total active opportunities
Sales Velocity = (Opportunities x Deal Value x Win Rate) / Sales Cycle
Understanding Sales Velocity
Sales velocity measures how quickly your pipeline generates revenue. It combines four critical metrics into a single number that tells you how much revenue you can expect per day from your current pipeline.
The Sales Velocity Formula
The Four Levers of Sales Velocity
1. Number of Opportunities
More at-bats means more chances to win. Increase through better prospecting and marketing.
2. Average Deal Value
Bigger deals mean more revenue per win. Increase through upselling, cross-selling, and moving upmarket.
3. Win Rate
Higher conversion means more deals closed. Improve through better qualification and sales skills.
4. Sales Cycle Length
Faster cycles mean more revenue per period. Shorten through better processes and removing friction.
Why Sales Velocity Matters
- Revenue forecasting: Predict revenue more accurately than pipeline alone.
- Performance benchmarking: Compare reps, teams, and time periods.
- Resource allocation: Know where to invest for maximum impact.
- Strategic planning: Model different scenarios before committing.
How to Increase Sales Velocity
- Increase opportunities: More outbound, better marketing, referral programs.
- Increase deal value: Bundle products, multi-year deals, move upmarket.
- Increase win rate: Better qualification, improved sales process, training.
- Decrease sales cycle: Remove friction, faster follow-up, better content.
Sales Velocity Benchmarks
Velocity varies widely by industry and deal size. What matters most is tracking your own velocity over time and working to improve it. A 10% improvement in any lever equals a 10% improvement in overall velocity.
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