Sales
Pipeline Velocity Calculator
Measure how fast your pipeline turns into revenue and see which of the four levers is worth working on.
- Time: 5 minutes
- With: Sales managers, sales ops, founders
- You get: Revenue per day and the most promising lever
How to use this worksheet
- Enter the number of qualified opportunities in the pipeline, the average deal size, the win rate and the average sales cycle in days.
- Read the velocity: expected revenue per day.
- Compare the four levers in the table: more opportunities, higher win rate, larger deals, shorter cycle.
- Pick one lever and set a concrete goal for the quarter.
The four levers
Use averages from the last two to four quarters.
Velocity and what-if
Before you finish
- Opportunities are qualified, not raw leads.
- The sales cycle is measured from opportunity creation to closed won.
- You chose one lever, not four.
The formula
Sales velocity = number of opportunities x average deal size x win rate / sales cycle length. It tells you how much revenue your pipeline produces per day. Because the four factors multiply, a small gain in each compounds.
In practice the levers differ in effort. A better win rate often comes from stronger qualification, a shorter cycle from a mutual action plan, bigger deals from value-based selling.
Recommended reading
Werbung / Ad: Affiliate links. As an Amazon Associate I earn from qualifying purchases at no extra cost to you.
- The Sales Acceleration FormulaMark Roberge
Data-driven sales hiring, training and management from HubSpot's early growth.
- The Qualified Sales LeaderJohn McMahon
A CRO's playbook for qualifying deals with MEDDPICC and coaching teams to forecast honestly.
- Predictable RevenueAaron Ross & Marylou Tyler
How specialised roles and a clear process built a repeatable outbound pipeline.