Pipeline Velocity

How quickly opportunities move through the pipeline and produce revenue per unit time.

Sales

Ufafanuzi wa

Pipeline Velocity measures the rate at which opportunities move through sales stages to closure. The standard formula is: (Number of opportunities × Average deal size × Win rate) / Sales cycle length. Higher velocity means more revenue generated per day of sales effort.

Pointi muhimu

  • Formula: (Opps × Avg Deal × Win Rate) / Cycle Length = revenue per day
  • Four levers: more opportunities, larger deals, higher win rates, shorter cycles
  • Track velocity by segment to identify best-performing ICPs
  • Velocity improvements compound revenue in next quarter's output
Mfano wa Mfano

A team has 50 opps in pipeline averaging $20k, 25% win rate, 60-day cycle: velocity = (50 × $20k × 0.25) / 60 = $4,166/day revenue generation rate.

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