Sales Velocity - A clear view on your pipeline health

Do you want to unlock predictable, efficient revenue growth? And get a clear sense for your pipeline health and pacing?

Get obsessed with Sales Velocity.

Most early-stage companies try to grow by doing more — more outbound, more leads, more hustle. But more effort doesn’t always mean more revenue.

But how do you uncover what actually moves the needle?

Sales Velocity is  the single metric that shows how fast you’re turning pipeline into revenue. And the single metric to help you understand if you are pacing to your goals.

Here’s the formula:
Sales Velocity = (Opportunities × Deal Size × Win Rate) / Sales Cycle

This metric tells you how much revenue you're generating per day. To predict how you are pacing to your goals.

Example:
50 qualified opportunties
$100K avg deal size
25% win rate
40-day sales cycle
You’re generating $31,250/day.

So how do you use this metric?
Here’s the playbook for early-stage teams

1. Focus your GTM efforts on the highest-leverage inputs.

If win rate is low → tighten ICP and qualify harder.
If deal size is small → revisit packaging and pricing.
If sales cycle is long → reduce friction, improve enablement, align buyer journey.

2. Align sales and marketing around these levers.

Marketing shouldn’t just be driving MQLs… they should be feeding opps that close faster and land bigger.
Sales shouldn’t just be working more leads… they should be focusing where they win.
Marketing and Sales together should be looking at and learning from the data to iterate on their joint tactics!

3. Use this metric to prioritize resourcing and experimentation.

Want to test a new GTM motion?
Debating SDR investment vs. content spend? Inbound vs outbound?
Legacy vs new product?

Model and impact on sales velocity.

You don’t need a bigger team to grow faster. You need a faster, more efficient engine.

Sales Velocity is the measure to track it.