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B2B Sales

Sales Velocity

Pipeline velocity, sales velocity formula
Definition
Sales velocity measures how fast revenue moves through your pipeline: (opportunities × win rate × average deal value) ÷ sales cycle length.

The sales velocity formula

Sales velocity = (number of opportunities × win rate × average deal value) ÷ length of sales cycle in days

The result is the revenue your pipeline generates per day.

Example

40 opportunities × 25% win rate × €20,000 average deal value ÷ 90 days = roughly €2,222 in revenue per day.

How to increase sales velocity

  • Create more qualified opportunities.
  • Improve win rates with better discovery and follow-up.
  • Increase deal value through bundling or upselling.
  • Shorten the sales cycle by removing friction in the buying process.

How VAEKST can help

More meetings, faster deals, bigger wins – that's what our B2B sales team is built for. Book a meeting to talk it through with one of our growth experts.

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Related terms

Sales Qualified Lead

A Sales Qualified Lead (SQL) is a prospect that sales has confirmed has a relevant need, authority and timing, and is ready for an active sales process.

Sales Cadence

A sales cadence is a planned sequence of touchpoints – calls, emails and LinkedIn messages – used to reach and engage a prospect over a set period of time.

Lead Scoring

Lead scoring is a method of ranking leads with points based on how well they fit your ICP and how engaged they are, so sales can prioritise the most promising ones.
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