Definition
Pipeline velocity converts the four B2B levers into one number - more deals, higher win rates, bigger values, shorter cycles. Improving any quadrant moves revenue; measuring velocity shows which lever repays effort fastest.
Why it matters
Sales pipelines hide stagnation inside busy calendars; velocity makes slowdowns numeric and negotiable.
Formula
(Opportunities x Win rate x Avg deal size) / Sales cycle days
Benchmarks
Track trend quarterly; decompose movers into the four levers
All glossary terms