Tool
Sales velocity calculator
Sales velocity is how much revenue your pipeline produces per day. Four inputs, one number, and a view of which of the four is actually worth working on. Nothing is stored and nothing is sent anywhere.
Live deals in the pipeline right now, not deals created this period.
Median rather than mean if a few large deals distort it.
Of deals that reached a decision, not of everything that ever entered.
First meaningful contact to signature. Median, not average.
Sales velocity
2,400 per day
About 72,000 per month, or 216,000 per quarter, if nothing changes.
Which lever is worth pulling
Each row moves one input by a tenth and leaves the other three alone. The formula is symmetrical, so the numbers come out close, which is the useful finding: pick the lever that is cheapest to move in your business, not the biggest number in this table.
| Change | New velocity | Extra per quarter |
|---|---|---|
| 10 percent more open opportunities | 2,640 per day | 21,600 |
| 10 percent higher average deal value | 2,640 per day | 21,600 |
| 10 percent better win rate | 2,640 per day | 21,600 |
| 10 percent shorter sales cycle | 2,667 per day | 24,000 |
How to read the number
Velocity is a trend on your own numbers. It is not comparable between businesses, because it scales with deal size and cycle length, so any benchmark you find online describes somebody else business and not yours.
Read it next to average deal value. A velocity that falls while deal value rises is a team moving upmarket, which looks like a problem in this metric and is usually the opposite. Read it monthly, and treat a change of less than about a tenth as noise.
The input that quietly ruins it is open opportunities. A pipeline nobody prunes reports deals that died months ago, and velocity computed on those is describing a fiction. Sort by last activity and close out anything untouched for twice your normal stage time before trusting the result.