CRM
Sales Pipeline Velocity
Sales pipeline velocity measures the speed at which deals move through the sales pipeline from initial contact to close. It is calculated by multiplying the number of opportunities by the average deal value and win rate, then dividing by the average sales cycle length.
Examples
A team with 100 opportunities, a $10,000 average deal, a 25% win rate, and a 30-day cycle has a pipeline velocity of $8,333 per day in expected revenue.
Best Practices
Track velocity by segment and stage, focus on improving the component with the largest impact potential, and compare velocity trends monthly to spot slowdowns early.