Formula
(Number of opportunities x Average deal size x Win rate) / Average sales cycle length
How to measure
Multiply the number of qualified opportunities, average deal size, and win rate, then divide by the average sales cycle length in days.
Why track it
Deal velocity isolates which lever, volume, size, win rate, or speed, is actually driving a change in bookings.
Example
A team's deal velocity rises after shortening the sales cycle even though deal count and size stayed flat.