Sales Velocity Equation Calculator
Calculate Sales Velocity using the Salesforce equation — qualified opportunities × average deal size × win rate ÷ sales cycle length. Measures how fast your pipeline converts to revenue and where to attack to grow.
The Sales Velocity Equation
Sales Velocity = (Number of Opportunities × Average Deal Size × Win Rate) ÷ Sales Cycle Length in Days. Popularized by Salesforce and Mark Roberge (former HubSpot CRO), it surfaces the four pipeline levers in one number. Daily velocity × days in period = expected revenue for that period.
The Four Levers — Where to Attack
Opportunities: top-funnel pipeline coverage (marketing demand-gen, SDR motion). Deal Size: ACV expansion (upmarket, multi-product). Win Rate: sales effectiveness (qualification, demos, AE talent). Sales Cycle: friction removal (legal, procurement, free trials). Most teams over-invest in opportunities and ignore cycle compression — yet shortening cycle by 30% has the same effect as doubling opportunities.
Sales Velocity Benchmarks
Velocity benchmarks vary wildly by ACV and motion. SMB self-serve SaaS: $100-500/day per AE. Mid-market: $500-2000/day per AE. Enterprise: $2000-10000+/day per AE. The ratio matters more than the absolute — track velocity trend monthly. Velocity declining means your funnel is degrading even if revenue is flat.
Common Mistakes
Mistake 1: Using closed-won rate instead of qualified-opportunity win rate. Use opps that reached late stage. Mistake 2: Cycle days from lead created (use opportunity created instead). Mistake 3: Including PG/free trials in opportunity count. Mistake 4: Quarterly velocity comparisons without seasonality adjustment.
Sources: Salesforce State of Sales 2024, Mark Roberge (Stage 2 Capital). Last updated: May 2026.
Frequently Asked Questions
What is the sales velocity equation?
Sales Velocity = (Opportunities \u00d7 Deal Size \u00d7 Win Rate) \u00f7 Sales Cycle Length. Popularized by Salesforce, it surfaces the four pipeline levers in one daily revenue number.
Which lever should I attack first?
Compress sales cycle length first \u2014 it has compounding effect across all deals. A 30% shorter cycle equals doubling opportunities, but with no additional CAC. Win rate is second-priority. Deal size and opportunities require more investment.
What period should I use?
Use a full quarter minimum. Monthly velocity is too noisy for enterprise sales. SMB inside-sales teams can use monthly velocity. Always compare apples-to-apples \u2014 quarter vs prior quarter or YoY.
Should I include free trial / PG conversions?
Only count opportunities that reached qualification (e.g. SAL or SQO stage). Free trial signups inflate the count and skew win rate downward. Use the stage where AE engages.
Is this tool free?
Yes, 100% free with no sign-up required. All calculations happen in your browser \u2014 your pipeline data never leaves your device.