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Author: Zenoll | Apollo.io Certified Partner
Sales Velocity Explained: The Metric Most Teams Don’t Track
Sales Velocity is the single, holistic metric that measures the speed at which your team generates revenue. It gives you four distinct levers to pull: Opportunities, Deal Size, Win Rate, and Cycle Length.
The Formula
(Number of Opportunities x Average Deal Size x Win Rate) / Sales Cycle Length = Sales Velocity
The Four Levers of Growth
- Opportunities: Increasing top-of-funnel activity.
- Deal Size: Upselling and moving upmarket.
- Win Rate: Improving qualification and discovery skills.
- Cycle Length: Removing friction from your sales process.
The Takeaway
Track Sales Velocity month over month to make data-driven decisions. It turns the art of sales into a science and tells you exactly which lever needs focus.