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Pipeline & funnel
Sales cycle length
The average number of days from an opportunity's creation to its close, won deals only. How long the motion takes.
Owned by: Entry sales analystTest band: Entry sales analyst
The formula
Sales cycle (days) = Σ (Close date − Create date) ÷ Won deals
In practice
Track it by segment and deal size — enterprise and SMB cycles differ by months. A lengthening cycle with flat win rates is the earliest sign of a stalling market or a weaker pitch.
The kind of thing the test asks
- Sales cycle length is measured on…