How to calculate sales velocity and win rate
- Enter the number of open, qualified opportunities in your pipeline and your average deal size.
- Enter how long a typical deal takes from qualification to close, in days.
- Enter the deals you won and lost over a recent period to calculate your win rate, or type the win rate directly.
- See how much revenue your pipeline generates per day, month, quarter and year, and which lever would improve it most.
The sales velocity formula
Sales velocity = (opportunities × average deal size × win rate) ÷ sales cycle length. With 40 opportunities at 12,000, a 30% win rate and a 60-day cycle, the pipeline produces 40 × 12,000 × 0.3 ÷ 60 = 2,400 of revenue per day. It combines the four levers a sales team controls into one number, which makes it useful for comparing teams, segments or quarters.
Win rate is deals won divided by deals decided (won plus lost). Leave out deals that are still open, otherwise a full pipeline makes your win rate look worse than it is. Because velocity is a product of the levers, a 10% gain in any of the first three adds 10% to velocity, while cutting the cycle by 10% adds about 11%. In practice the levers interact: chasing bigger deals usually lengthens the cycle and lowers the win rate, so test changes on real data. Figures stay in your browser.
How do I calculate win rate?
Deals won ÷ (deals won + deals lost) × 100, over the same period. Exclude deals that are still open.
What is a good sales win rate?
Many B2B teams win around 20–30% of qualified opportunities, but it varies widely by market and how strictly deals are qualified.
How do I increase sales velocity?
Qualify more pipeline, raise average deal size, improve win rate with better discovery, or remove delays to shorten the cycle.