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Sales velocity. In one number.
Sales velocity, pipeline coverage, quota attainment, deals needed — and a benchmark that tells you whether you'll hit the number.
Inputs (per quarter)
Results
Sales velocity
$4,693
per day
Expected revenue
$211,200
from pipeline
Pipeline coverage
2.4×
target ≥ 3×
Quota attainment
42.24%
of period quota
Deals to quota
63
at current ACV
Opps needed
287
at current win rate
Benchmark
Workable
Tight pipeline. Either raise top-of-funnel volume or focus reps on higher-intent leads.
How sales velocity is calculated.
Four levers — and only four. To accelerate revenue you either add opportunities, lift win rate, raise ACV, or shorten the cycle. Win rate is the highest-leverage lever for most B2B teams because it scales without extra headcount or spend.
FAQ.
What is sales velocity?+
Sales velocity is revenue generated per day by your pipeline. Formula: (# opportunities × win rate × ACV) ÷ sales cycle length in days. It's the single best metric to see whether your funnel is accelerating or slowing.
What is a good pipeline coverage ratio?+
Most B2B SaaS teams target 3× pipeline coverage (pipeline value ≥ 3× quota for the period). Top performers run 4–5× when win rates are below 25%.
How do I calculate win rate?+
Win rate = closed-won deals ÷ (closed-won + closed-lost) in the same period. Don't include open opportunities — they distort the number both directions.
What's the difference between win rate and close rate?+
Win rate is a deal-level metric on opportunities. Close rate (or lead conversion rate) usually starts higher in the funnel — leads → customers. Close rate is always lower.
How can I increase sales velocity?+
The biggest lever is win rate, then ACV. Catch before they bounce identifies which anonymous visitors match your ICP, so reps spend their hours on the 20% most likely to close — win rate goes up without adding headcount. Starting at $5/month.