RodokThe formula
Sales velocity = (open opportunities × average deal value × win rate) ÷ sales cycle length in days.
How to use it
- Use opportunities that are open in your pipeline today, not leads.
- Win rate is won deals divided by deals that reached a final result, won or lost.
- Cycle length is the average days from opportunity created to closed won.
- To raise velocity, you can add opportunities, grow deal size, win more of them or shorten the cycle. Changing one input at a time shows which matters most for you.
Frequently asked questions
What is a good sales velocity?
There is no universal number, because it depends on your deal size and cycle. Track your own over time: a rising number means the pipeline is producing revenue faster.
How do I increase sales velocity?
Four levers: more qualified opportunities, a larger average deal, a higher win rate and a shorter sales cycle. Starting with the best signals for who is ready to buy tends to help all four.