What is pipeline velocity?
Pipeline velocity is a measure of how much revenue your sales pipeline produces per day. Multiply the number of opportunities by your win rate and average deal size, then divide by the length of your sales cycle in days.
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How to calculate pipeline velocity
Multiply opportunities, win rate, and average deal size, then divide by the sales cycle length in days.
Percentages in this equation use numeric percent values: 40 means 40%.
What the four inputs mean
Opportunities is the number of qualified deals in your pipeline. Win rate is the share of those that close, and average deal size is the typical value of a won deal. Sales cycle length is the average time a deal takes from start to close.
How to speed up the pipeline
Each input is a lever. You can add more qualified opportunities, raise the win rate, grow the deal size, or shorten the cycle. Improving any one raises the result, and a gain in two of them compounds.
Pick the lever that's furthest from where it should be, instead of pushing on all four at once.
Using it carefully
Pipeline velocity is a forecast-style estimate built from averages, so it hides differences between deal types. Calculate it separately for segments with very different deal sizes or cycles, and use the same definitions each time.
Disclaimer
This calculator is for informational purposes only, and we don't guarantee the accuracy of its results. You're responsible for verifying any results before relying on them. See our terms of use.
Common questions
How do you calculate pipeline velocity?
Multiply opportunities by win rate and average deal size, then divide by sales cycle days. For example, 40 opportunities at a 25% win rate, a $10,000 deal size, and a 50-day cycle gives $2,000 per day.
What is a good pipeline velocity?
It depends on your deal size, cycle, and goals. Track your own number over time and look for what moved it.
How can you increase pipeline velocity?
Bring in more qualified opportunities, improve your win rate, raise average deal size, or shorten the sales cycle. Fixing the weakest of those four usually helps most.
Why is the sales cycle in the denominator?
A longer cycle spreads the same revenue over more days, so the daily figure drops. A shorter cycle turns the pipeline into revenue faster.
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