Deal Velocity
Quick definition
The speed at which deals move through your pipeline from first contact to closed won.
Detailed explanation
Deal velocity measures how quickly you generate revenue. It's calculated as: (Number of opportunities x Average deal size x Win rate) / Average sales cycle length. This metric combines four crucial elements of your sales process. Higher deal velocity means you generate revenue faster with the same resources. You can increase deal velocity in four ways: create more opportunities (volume), close larger deals (size), achieve higher win rates (efficiency), or shorten your sales cycle (speed). Of these four, shortening the sales cycle is often the low-hanging fruit - through better qualification, more efficient processes, and removing bottlenecks you can often take 20-40% time out of your cycle.
Synonyms
Examples
Current state: 100 opps x €10K deal size x 25% win rate / 90 days sales cycle = €2,778 daily deal velocity. Improve win rate to 30% → daily velocity increases to €3,333 (+20%)
A company analyzes where deals stagnate: average 21 days between demo and proposal. By standardizing next-day proposals they shorten the sales cycle from 90 to 70 days, increasing velocity by 29% without needing extra leads.
When to use this?
Measure deal velocity monthly to optimize your sales engine. Analyze which of the four variables (volume, size, win rate, cycle time) has the most impact for your business. Focus on improving your biggest bottleneck.
Match-day approach
Match-day helps you accelerate deal velocity by systematically optimizing each component. We analyze where deals stagnate, implement disciplines to maintain momentum (like next-step confirmation after each conversation), and train your team in consultative closing techniques that shorten cycle time. We also build automation in your CRM that escalates stagnant deals and suggests next actions.
Learn more
Wil je weten hoe je deal velocity effectief inzet in jouw organisatie? Neem contact op met Match-day.
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