Sales Velocity
Sales velocity measures how quickly qualified opportunities turn into revenue over a given period.
Primary keyword
sales velocity
Plain-English definition
It combines opportunity volume, average deal value, win rate, and sales cycle length into one view of pipeline speed.
Why it matters
Improving any lever can increase revenue throughput, but the metric is most useful when teams inspect which lever is actually constrained.
Formula
Sales velocity = opportunities x average deal value x win rate / average sales cycle length.
Example
With 80 opportunities, a $20,000 average deal, a 25% win rate, and a 40-day sales cycle, sales velocity is $10,000 per day.
Common mistakes
Averaging across segments with different cycles, treating velocity as only a sales metric, or chasing speed while damaging deal quality.
TurnkeyGTM angle
TurnkeyGTM can help teams inspect the qualitative reasons deals stall, such as missing stakeholders, repeated objections, or unclear value proof.