Glossary
What is sales velocity?
Sales velocity estimates how much revenue your pipeline produces per day. The common formula multiplies the number of opportunities, the average deal value and the win rate, then divides by the average sales cycle in days. It shows which of the four levers matters most for your team.
Published by Sellinger AI. Numbers and settings checked on 24 October 2026 against the fact register. Report an error.
What is the formula?
Sales velocity = (number of opportunities x average deal value x win rate) / sales cycle length in days.
| Input | Value |
|---|---|
| Opportunities | 50 |
| Average deal value | 8,000 |
| Win rate | 25% |
| Sales cycle | 60 days |
| Sales velocity | 50 x 8,000 x 0.25 / 60 = about 1,667 per day |
Which lever moves it most?
Each lever has its own cost. More opportunities usually come from outbound and inbound volume. Larger deals come from better targeting or packaging. A higher win rate comes from qualification and multithreading. A shorter cycle comes from faster follow up and fewer handoffs. Work out which one is furthest from where it could be, and work on that first.
What are the limits of the number?
It is an average and hides variety: a few large deals can dominate. It also assumes the four inputs are independent, when in practice more opportunities from a looser list often lower the win rate. Use it to compare yourself with your own past, not as a forecast.
How Sellinger handles it
Sellinger affects two of the levers directly: the number of opportunities, through outreach that books first meetings, and cycle length, through fast replies and follow ups. Default follow ups before a lead is treated as exhausted: LinkedIn 4, then email; email 5, then WhatsApp; WhatsApp 4, then email; Instagram 4, then email. Default gaps start at 5 days on LinkedIn, 1 to 3 days on email and WhatsApp. Every value can be changed per campaign.
Common questions
Is sales velocity a forecast?
Does a shorter sales cycle always help?
Where do I get the inputs?
Sources and method
Formula and example are illustrative. Sellinger follow up defaults from the fact register, checked 24 October 2026.
Related: Win rate, Pipeline coverage, Speed to lead, Sales pipeline.
