Sales velocity

The single reading that tells you how fast real money moves through the board. It’s built from four things: the number of live, qualified conversations, times the average deal value, times the win rate, divided by how long a deal takes to close. You don’t need to compute it to four decimals — you need to know what moves it. More conversations, bigger deals, and a higher win rate all speed money up; a longer cycle slows it down. When the year feels slow, velocity names the culprit precisely instead of vaguely.

Source: Widely-used revenue-operations formula — (number of opportunities × average deal value × win rate) ÷ sales-cycle length — no single owner; common sales-management practice. Sourced honestly as the field’s standard toolkit rather than attributed to one author.

First used in: 3.6 · Pipeline math & forecasting