Sales velocity calculator
See how much revenue your pipeline brings in per day, month, quarter and year, find the lever that adds the most, compare two reps, teams or lead sources, and work out what it takes to hit a revenue target. Free, no sign-up, nothing leaves your browser.
Made by Anatolii Ulitovskyi 
Fact-checked by RH Fardin Updated More opportunities, shorter cycles
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The method
How to calculate sales velocity
Four numbers from your CRM give the revenue your pipeline produces per day.
Multiply the number of qualified opportunities in your pipeline by the average size of a won deal and by your win rate, then divide by the average length of your sales cycle in days. The result is the revenue the pipeline turns into closed business per day. Multiply it by the days in a month, quarter or year to get revenue for that period; the calculator uses 365 ÷ 12 days for a month and 365 ÷ 4 for a quarter, so twelve months add up to the year.
The number assumes the pipeline stays about the same size: as deals close or drop out, new ones replace them. To keep 120 opportunities open with a 60-day cycle you need roughly 61 new qualified opportunities a month, and the calculator shows that number too. If new pipeline dries up, revenue falls behind the velocity figure a cycle later.
$3,200 a day
120 × $8,000 × 20% ÷ 60 = $3,200
120 open opportunities, $8,000 average deal, 20% win rate, 60-day cycle.
$1,168,000
$3,200 × 365 = $1,168,000
About $97,333 a month and $292,000 a quarter.
61 a month
120 ÷ 60 × 30.4 ≈ 61
New qualified opportunities needed each month to keep the pipeline at 120.
Levers
The four levers of sales velocity
A 10% gain on any lever adds 10% or more to revenue.
Because the formula multiplies three numbers and divides by the fourth, a 10% improvement in opportunities, deal size or win rate each adds exactly 10% to velocity. A 10% shorter sales cycle adds about 11.1%, because you divide by 0.9. The calculator shows what each of those changes is worth per year, so you can put the effort where the payoff is largest for your numbers.
| Lever | Change | Effect on velocity |
|---|---|---|
| Opportunities | +10% | +10% |
| Average deal size | +10% | +10% |
| Win rate | +10% (20% → 22%) | +10% |
| Sales cycle | −10% (60 → 54 days) | +11.1% |
The levers are not independent in practice. Chasing more opportunities with weaker leads usually lowers the win rate, and bigger deals usually take longer to close. Ebsta and Pavilion's 2023 B2B Sales Benchmark Report, based on 3.2 million opportunities, found that deals left open longer than twice the average sales cycle had only a 3% chance of closing, so clearing out stale deals makes the opportunity count more honest without changing real revenue.
Comparison
Comparing two reps, teams or lead sources
The same velocity can come from very different pipelines.
A and B side by side
The Compare two tab calculates velocity for each and shows which one brings in more revenue per day and by how much.
One lever at a time
For each lever it asks: what would A's velocity be with B's number? That shows which difference helps and which one costs revenue.
Reps, sources, quarters
Compare inbound with outbound leads, this quarter with the last, or a new rep with the team average.
Planning
What it takes to hit a revenue target
Turn a target into the numbers your team has to move.
Divide the target by the days in the period to get the velocity you need, and compare it with the velocity you have. The Revenue target tab shows how far each lever would have to move on its own to close the gap, and the smaller change needed if you improve all four together. With $1,168,000 a year today and a $1,500,000 target, you need about 28% more velocity: 155 opportunities instead of 120, or a 25.7% win rate instead of 20%, or a 47-day cycle instead of 60, or about 6.5% better on each of the four.
If a single lever would need a win rate above 100%, the calculator says so: that target cannot be reached by that lever alone.
Spreadsheets
Sales velocity formulas for Excel and Google Sheets
Opportunities in B2, average deal size in C2, win rate in D2, sales cycle in days in E2.
Sales velocity per day
Revenue per year from velocity in F2
New opportunities needed per month
Opportunities needed for a yearly target in G2
Enter the win rate as a percentage (20%) or as a decimal (0.2); both give the same result.
FAQ
Sales velocity questions
How do you calculate sales velocity?
Multiply the number of qualified opportunities by the average deal size and the win rate, then divide by the sales cycle in days. 120 opportunities × $8,000 × 20% ÷ 60 days = $3,200 of revenue per day.
What counts as an opportunity?
Use qualified opportunities that are open in your pipeline, the same stage you use to calculate the win rate. Counting every raw lead inflates the opportunities and makes the win rate look lower than it is.
What is a good sales velocity?
There is no universal benchmark, because velocity is measured in money and depends on your deal sizes and market. Compare your own number month by month, and compare reps, teams or lead sources with each other in the Compare two tab.
Which lever improves sales velocity the most?
On paper, shortening the sales cycle: 10% shorter adds about 11.1%, while 10% more opportunities, larger deals or a higher win rate each add 10%. In practice, pick the lever where your numbers are weakest and a change is realistic.
What is the difference between sales velocity and pipeline velocity?
They are usually the same formula. Some teams say pipeline velocity when they use open opportunities and sales velocity when they use opportunities created in the period; keep one definition and use it every time.
How often should I calculate sales velocity?
Monthly or quarterly is enough for most teams. Use averages from the last few months for deal size, win rate and cycle length so that one large deal does not swing the result.
Does the calculator store my data?
No. Everything runs in your browser. The share link keeps your numbers in the address after the # sign, which is not sent to our server.
References
Sources
- Sales velocity formula: Salesforce, "What Is Sales Velocity?", checked October 12, 2026
- Stale opportunities: Ebsta and Pavilion, "2023 B2B Sales Benchmark Report", February 2023 (3.2 million opportunities from 364 companies)
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