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Pipeline velocity measures expected revenue speed from a sales pipeline.
The formula is:
Pipeline velocity = opportunities x average deal value x win rate / sales cycle length
For example, 100 opportunities, a $3,000 average deal value, a 20% win rate, and a 50 day sales cycle produce $1,200.00 per day in pipeline velocity.
This metric is useful because more leads do not always mean faster revenue. A campaign can increase opportunities while lowering win rate or extending the sales cycle.
Use the Pipeline Velocity Calculator at /tools/pipeline-velocity-calculator, then compare the result with opportunity win rate, sales conversion rate, CAC, and payback period.
How to calculate pipeline velocity
Learn the pipeline velocity formula and how opportunities, deal value, win rate, and sales cycle length work together.
The formula is:
Pipeline velocity = opportunities x average deal value x win rate / sales cycle length
For example, 100 opportunities, a $3,000 average deal value, a 20% win rate, and a 50 day sales cycle produce $1,200.00 per day in pipeline velocity.
This metric is useful because more leads do not always mean faster revenue. A campaign can increase opportunities while lowering win rate or extending the sales cycle.
Use the Pipeline Velocity Calculator at /tools/pipeline-velocity-calculator, then compare the result with opportunity win rate, sales conversion rate, CAC, and payback period.
Pipeline Velocity
Sales Funnel
Win Rate
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