Pipeline Velocity
Pipeline Velocity is the rate at which deals move through the sales funnel — typically calculated as (Number of Opportunities × Average Deal Value × Win Rate) ÷ Average Sales Cycle.
What is Pipeline Velocity?
Pipeline Velocity packages four important sales-funnel metrics into one composite measure. Faster velocity means more revenue per unit time — and the formula reveals which lever to pull. If velocity is low, the diagnostic is which input — opportunity count, deal size, win rate, cycle length — is the constraint. Top-quartile B2B SaaS companies improve velocity 20-30% year over year by working all four levers in parallel. Mature teams track velocity per segment, per rep, per channel — the macro number hides important variation.
Why it matters
- Single composite metric capturing four key sales-funnel inputs.
- Formula reveals which lever to pull when velocity is below target.
- Per-segment velocity diagnoses whether the issue is universal or localized.
Use cases
- Quarterly leadership review. Velocity trend reveals whether the funnel is accelerating or decaying.
- Channel diagnostic. Channel-level velocity reveals which channels generate efficient deals.
- Sales coaching. Rep-level velocity gaps surface specific coaching opportunities.
How turgo helps
turgo tracks Pipeline Velocity continuously at the funnel, segment, and rep level — so leadership sees the composite metric and the underlying inputs that drive it.
See turgo in action →
