Sales Velocity
How quickly a sales pipeline generates revenue, combining deal count, deal size, win rate, and cycle length into one throughput number.
Sales velocity estimates revenue generated per unit of time by combining four pipeline variables: the number of qualified opportunities, the average deal value, the win rate, and the average sales cycle length. It answers "how fast is revenue actually moving through the pipeline," not just how big the pipeline looks at a glance.
Because it's a product of four variables, sales velocity can be improved from any of four directions — more opportunities, bigger deals, a higher win rate, or a shorter cycle — and the same velocity score can hide very different underlying pipelines. Tracking the four components separately usually reveals more than the single combined number does on its own.