What is sales velocity and why does it matter?

Sales velocity measures how much revenue your sales team generates per day. It combines four critical metrics—number of opportunities, average deal size, win rate, and sales cycle length—into a single number that shows pipeline health. Unlike tracking these metrics separately, velocity reveals how they interact. A team closing huge deals slowly might have the same velocity as one closing small deals quickly.

What is the sales velocity formula?

The sales velocity formula is: (Number of Opportunities × Average Deal Size × Win Rate) ÷ Average Sales Cycle Length. For example, if you have 50 opportunities, $10,000 average deal size, 25% win rate, and 30-day cycle: (50 × $10,000 × 0.25) ÷ 30 = $4,166 daily velocity.

What's a good sales velocity benchmark?

Sales velocity benchmarks vary by deal size segment. For SaaS: SMB-focused teams typically see $2,000-$5,000/day per rep, mid-market teams $5,000-$15,000/day, and enterprise teams $10,000-$30,000/day. The key is improving your velocity quarter over quarter by optimizing your weakest lever.

Which sales velocity lever should I focus on improving?

Focus on the lever with the most room for improvement relative to benchmarks. If your win rate is 15% when industry average is 25%, that's your opportunity. Generally: increasing opportunities requires marketing investment, improving deal size needs better qualification, boosting win rate demands sales enablement, and shortening cycle length requires removing friction from your buying process.

How often should I calculate sales velocity?

Calculate sales velocity monthly at minimum, but weekly tracking reveals trends faster. Compare velocity across segments (by rep, region, product line, or lead source) to identify what's working. Track velocity before and after process changes to measure impact.

Why is my sales velocity low even with a full pipeline?

A full pipeline with low velocity usually indicates one of three problems: poor lead quality (low win rate), deals stalling mid-funnel (long cycle length), or targeting the wrong customer segment (small deal sizes). Use this calculator to identify which metric is dragging down your velocity.

Sales Velocity Calculator

Calculate your sales velocity instantly. See which lever—opportunities, deal size, win rate, or cycle time—will boost revenue fastest.

Enter Your Values

Number of Qualified Opportunities*

opportunities

Count of active, qualified deals in your pipeline during the measurement period

Average Deal Size*

Your typical closed-won deal value (ACV for subscriptions)

Win Rate*

Percentage of qualified opportunities that close as won (industry average: 20-30%)

Average Sales Cycle Length*

days

Average days from opportunity creation to close. SMB: 14-30, Mid-Market: 30-90, Enterprise: 90-180+

Formula

(Opportunities × Deal Size × Win Rate) ÷ Sales Cycle Length

Sales velocity represents your daily revenue potential. It multiplies your pipeline value (opportunities × deal size × win rate) and divides by time (cycle length) to show how much revenue flows through your pipeline each day.

Daily Sales Velocity$4,167

$4,167/day — SMB-level velocity. Healthy for smaller deals.

Monthly Revenue Velocity$125,000

Quarterly Revenue Velocity$375,000

Annual Revenue Velocity$1,520,833

Total Pipeline Value$500,000

Expected Revenue (Risk-Adjusted)$125,000

Best Lever to ImproveShorter Cycle (-20%)

Potential Daily Gain$1,042

Velocity TierSMB

Sales Velocity Benchmarks (Per Rep/Day)

Early StageBelow $2K/day — Focus on pipeline generation and qualification

$0 – $1,999

SMB$2K-$5K/day — Typical for SMB-focused sales teams

$2,000 – $4,999

Mid-Market$5K-$15K/day — Strong mid-market performance

$5,000 – $14,999

Enterprise$15K+/day — Enterprise-level velocity (larger deals, longer cycles)

> $15,000

Source: SaaS Sales Benchmarks 2024

How to Calculate Sales Velocity

Enter the number of qualified opportunities in your pipeline
Enter your average deal size (ACV for subscriptions)
Enter your win rate as a percentage (closed won ÷ total closed)
Enter your average sales cycle length in days
View your daily, monthly, quarterly, and annual velocity projections
See which lever offers the biggest improvement opportunity
Chat with our AI Sales Analyst for personalized optimization strategies

Sales Velocity Benchmarks

$2,000 - $5,000

SaaS SMB Velocity (per rep/day)

$5,000 - $15,000

SaaS Mid-Market Velocity (per rep/day)

$10,000 - $30,000

SaaS Enterprise Velocity (per rep/day)

20% - 30%

Average B2B Win Rate

14 - 30 days

Average SaaS Sales Cycle (SMB)

30 - 90 days

Average SaaS Sales Cycle (Mid-Market)

90 - 180+ days

Average SaaS Sales Cycle (Enterprise)

+40% vs average

Top Quartile Win Rate Improvement