Sales velocity formula in Excel or Google Sheets
Put the inputs in column B from row 2, then paste the formulas below. They work the same in Excel and Google Sheets.
| Cell | What | Value or formula | Example |
|---|---|---|---|
| B2 | Qualified opportunities in pipeline | 80 | 80 |
| B3 | Average deal size ($) | 15000 | 15000 |
| B4 | Win rate (%) | 25 | 25 |
| B5 | Sales cycle (days) | 90 | 90 |
| B7 | Sales velocity per day ($) | =ROUND(B2*B3*B4/100/B5,0) | 3333 |
| B8 | Per month, 30 days ($) | =ROUND(B2*B3*B4/100/B5*30,0) | 100000 |
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Frequently asked questions
- How do you calculate sales velocity?
- Multiply qualified opportunities by average deal size and win rate, then divide by the sales cycle in days. 80 × $15,000 × 25% ÷ 90 days is about $3,333 a day.
- Which lever moves sales velocity most?
- All four have the same weight in the formula, so a 10% gain on any of them raises velocity by about 10%. Shortening the cycle is often the cheapest one to improve.
- Is sales velocity the same as a forecast?
- No. It is a speed measure for comparing periods, teams or segments. For the quarter's number use a weighted pipeline or a stage-based forecast.
About the author
Abdessamad Ghanem
Customer Experience & Customer Success Consultant · Founder of Clarivoxx
Abdessamad Ghanem works across Customer Support, Sales, Customer Success, Account Management and Partner Management. He writes Clarivoxx Insights for B2B SaaS professionals who own retention, adoption and customer outcomes.