#pipeline-velocity

Calculate and optimize pipeline velocity. Formula: (Number of Opportunities × Average Deal Size × Win Rate) ÷ Sales Cycle Length = Pipeline Velocity. Example: (50 opps × $10k × 25% win rate) ÷ 90 days = $1,389/day. How to improve: 1. Increase opportunities (better lead gen). 2. Increase deal size (upsell, target larger accounts). 3. Improve win rate (better qualification, demos). 4. Shorten sales cycle (remove friction, faster follow-ups). Track in CRM dashboard. Set weekly velocity targets. Identify bottleneck stages. Review with team in 1:1s.