Pipeline Velocity

What is Pipeline Velocity?

Pipeline Velocity measures the speed at which leads move through the sales funnel and convert into revenue. It is calculated by multiplying the number of opportunities, the average deal size, and the win rate, then dividing by the length of the sales cycle.

Why It Matters

• It helps sales leaders identify where deals are getting stuck and how to accelerate the closing process.

• Improving any single component of the formula can have a compounding effect on total revenue growth.

• It provides a more accurate forecast of future revenue than simply looking at the total pipeline value.