Sales velocity calculator

What you get

• A velocity calculator with the formula written out and a worked example
• A lever sensitivity table showing the effect of a 10% change in each input
• A by-segment view, since blended velocity mixes very different motions
• A period-over-period tracker to see which lever moved
• Definitions for each input so the number is comparable quarter to quarter

Who it's for

• •RevOps analysts diagnosing what changed in a quarter
• •Sales leaders choosing which improvement project to fund
• •Teams with several segments or sales motions

What's inside

1. 1

   Velocity calculator

   3 columns, 6 worked example rows

2. 2

   Lever sensitivity (10% improvement in one lever)

   5 columns, 4 worked example rows

3. 3

   Velocity by segment

   6 columns, 3 worked example rows

4. 4

   Quarter-over-quarter tracker

   7 columns, 1 worked example rows

5. 5

   Reading the sensitivity table

   Guidance notes

6. 6

   Keeping velocity comparable

   6-point checklist

The preview shows part of section 1. The full template has all 6 sections (5 not previewed here), with blank rows ready to fill in. Download the full template

How to use it

1. 1

   Define each input once and keep it fixed

   Opportunities means qualified opportunities in the period. Win rate is by count on those opportunities. Deal size is average closed won value. Cycle length is days from opportunity creation to close. Change a definition and you cannot compare quarters.

2. 2

   Calculate by segment

   Enterprise and SMB velocity are different businesses. A blended number rises when mix shifts toward SMB even if nothing improved, so always compute segments first.

3. 3

   Run the sensitivity before choosing a project

   A 10% gain in each lever is not equally easy. Adding 10% more opportunities might need a new SDR; shortening the cycle by 10% might need only earlier security reviews. Use the sensitivity table to size the prize, then judge the effort.

4. 4

   Track which lever moved

   When velocity changes quarter over quarter, record which input caused it. That is the only way the metric tells you something you did not already know from bookings.

Frequently asked questions