Your sales team needs to move fast if you want to hit targets. And analyzing how quickly customers move through the sales pipeline — or where they stall — can identify things that are working well and areas that need improvement. That’s why measuring sales velocity is critical.
Below, we explore how to track sales velocity and rev up your sales team’s productivity for faster conversions.
What you’ll learn:
Why it’s important to track sales velocity
how to calculate sales velocity
sales velocity example
4 things you can do to increase sales velocity
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what is sales velocity?
Sales velocity shows the rate at which leads are progressing through your sales funnel, generally measured by revenue generated in a specific period of time. It uses four metrics to calculate this: number of opportunities, average deal value, win rate, and average length of sales cycle. (more on how these fit together below.