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Sales velocity
Track how much revenue the pipeline produces per day, and which lever moves it most.
Sales & customer successHow it's worked out
- Velocity = opportunities × win rate × average deal ÷ cycle length in days
- Steady-state pipeline; inputs from the same segment
NoteVelocity rises with more opportunities, higher win rate and bigger deals, and falls as cycles lengthen. Use the what-if rows to pick the lever.
Source: Common sales velocity formula (sales operations practice)
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