Sales velocity measures how quickly revenue moves through your pipeline. It combines the number of opportunities, average deal value, win rate, and sales cycle length into a single figure of revenue generated per day. Higher velocity means faster, more efficient revenue generation.

Sales velocity is the one metric that shows the combined effect of every improvement you make. Raise deal size, lift win rate, or shorten the cycle, and velocity rises. It reveals which lever moves revenue fastest. Often, the cheapest gain is shortening the sales cycle, not chasing more leads.

Example:

 20 opportunities, $10,000 average deal, 25% win rate, 30-day cycle. Velocity = (20 x 10,000 x 0.25) / 30 = $1,667 per day.

How do you calculate sales velocity?

 Multiply the number of opportunities by average deal value and win rate, then divide by the sales cycle length in days.

What is the fastest way to increase sales velocity?

 It varies, but shortening the sales cycle or raising the win rate often moves velocity faster than simply adding more opportunities.