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Pipeline & funnel
Pipeline velocity
How fast the pipeline turns into revenue: opportunities × average deal value × win rate, divided by sales cycle length. Dollars per day the motion produces.
Owned by: Senior sales analystTest band: Senior sales analyst
The formula
Velocity = (Opportunities × Deal value × Win rate) ÷ Sales cycle days
In practice
Four levers in one number. If velocity is flat, ask which lever moved — more deals with a longer cycle is a very different problem from fewer deals closing faster.
The kind of thing the test asks
- 300 opportunities, $20k average deal, 25% win rate, 60-day cycle. Pipeline velocity is…
- Velocity is flat quarter over quarter, but opportunity count is up 20% and cycle length is up 25%. The story is…
More in pipeline & funnel
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