How to Calculate Pipeline Velocity
What is Pipeline Velocity?
Measures how quickly sales opportunities progress through sales stages. Indicates sales cycle health and predictability of revenue.
Step-by-Step Guide
- 1Track each deal through stages (prospect, proposal, negotiation, close)
- 2Calculate average days in each stage
- 3Determine win rates per stage
- 4Identify bottleneck stages
Worked Examples
Input
Cat age 3 years
Result
28 human years
Common Mistakes to Avoid
- ✕Not distinguishing between qualified and unqualified leads
- ✕Allowing deals to stall in late stages
Frequently Asked Questions
What's a healthy pipeline velocity?
Varies by industry; SaaS 3-4 months typical, enterprise software 6-12 months, transactional 30-60 days.
How do I improve velocity?
Improve qualification criteria, streamline proposal process, use templates, and increase follow-up urgency.
Ready to calculate? Try the free Pipeline Velocity Calculator
Try it yourself →