What is pipeline velocity?

Pipeline velocity measures the average time it takes for a sales opportunity to move from one stage to another – for example, from Prospecting or Qualifying to Closed-Won. An important piece of this is also what percentage of opportunities in the first status ever reach the second.

What does it answer?

Pipeline Velocity answers questions about how efficient your sales processes are, either individually or in aggregate:

  • How long does it take to close a new client after the first contact?
  • How long does it take to negotiate contracts?
  • When opportunities are lost, what stages of the sales cycle are most delayed?
  • Which of your recruiters, teams, or industries are most efficient at closing new client deals?

How do you measure it?

Use the Pipeline Velocity dashboard card to easily view this KPI for your whole business, or specify department, recruiter, client, date range, industry, and more.

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