Definition
Pipeline velocity
Pipeline velocity is how quickly deals move through your sales pipeline and turn into revenue. Higher velocity means deals close faster, improving cash flow. It reflects the combined effect of how many deals you have, their value, your close rate, and your sales cycle length.
Pipeline velocity measures the speed of your sales engine. It captures how fast opportunities travel from new lead to closed deal, blending the number of deals, their size, your win rate, and how long they take. Faster velocity means revenue arrives sooner.
Improving velocity often comes from removing delays: faster responses, quicker quotes, and easier booking. Speeding up even one stage moves every deal along faster, lifting revenue without needing more leads. It is a powerful lens for spotting where deals get stuck.
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