The Sales Pipeline Velocity Calculator {Download}

By Brian Hansford, VP of Client Services at Heinz Marketing
What is Sales Pipeline Velocity?
Sales Pipeline Velocity measures the speed at which prospects and qualified opportunities move from one end of the funnel to the other. Measuring Sales Pipeline Velocity is one of the best methods for B2B marketers to measure the health of revenue operations. Sales Pipeline Velocity is a great starting point for any B2B org that wants to build out a Marketing Performance Management strategy. It’s commonly listed as one of the top B2B marketing and sales KPIs.
Using our calculator helps identify potential problem areas and also provides visibility to how sales can increase in the future. Measuring velocity also helps align marketing and sales together for a common revenue goal.
Why is Pipeline Velocity Important?
The velocity formula uses 4 attributes which each have a significant material impact on sales performance and pipeline velocity:
The number of active qualified opportunities
The monthly average closed