Pipeline Velocity

A metric measuring how quickly deals move through your sales pipeline and convert to revenue.

Definition

Pipeline velocity calculates how fast you generate revenue from your sales pipeline. The formula is: (Number of Opportunities × Average Deal Size × Win Rate) ÷ Sales Cycle Length. Higher velocity means you're converting pipeline to revenue more efficiently. It's a key metric for forecasting and identifying bottlenecks.

Why It Matters

Pipeline velocity is the ultimate efficiency metric for sales. It combines quantity (opportunities), quality (win rate), size (deal value), and speed (cycle length). Improving any variable increases velocity. It helps identify whether you need more leads, better qualification, or faster sales cycles.

Examples

100 opportunities × $10K average × 25% win rate ÷ 60 days = $4.2K/day velocity
Improving win rate from 25% to 30% increases velocity by 20%
Reducing sales cycle from 60 to 45 days increases velocity by 33%

How Bullseye Helps

Bullseye increases pipeline velocity by shortening sales cycles—when you reach out while prospects are actively researching, deals close faster. Real-time alerts mean reps engage at peak interest, and behavioral data helps prioritize the hottest opportunities.

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