Calculator Inputs
Formula Used
Core pipeline velocity formula:
Pipeline Velocity = (Effective Opportunities × Average Deal Size × Win Rate) ÷ Sales Cycle Days
Where:
- Effective Opportunities = Qualified opportunities when entered; otherwise open opportunities.
- Average Deal Size = Typical revenue per won deal.
- Win Rate = Percentage of opportunities that convert to wins.
- Sales Cycle Days = Average days needed to close a deal.
Additional formulas:
- Weighted Pipeline Value = Gross Pipeline Value × Win Rate
- Planning Period Revenue = Daily Velocity × Planning Period Days
- Coverage Ratio = Gross Pipeline Value ÷ Revenue Target
- Required Qualified Opportunities = Revenue Target ÷ (Average Deal Size × Win Rate)
How to Use This Calculator
- Enter your current open opportunities and qualified opportunities.
- Add the average deal size, win rate, and average sales cycle.
- Set a planning period to estimate expected revenue in that window.
- Enter the target revenue, rep count, and desired coverage ratio.
- Use the scenario fields to test higher deal size, better win rate, or a shorter cycle.
- Click the calculate button to show results above the form.
- Download the output as CSV or PDF when needed.
Example Data Table
| Scenario | Open Opps | Qualified Opps | Avg Deal Size | Win Rate | Cycle Days | Daily Velocity |
|---|---|---|---|---|---|---|
| Current Team | 80 | 52 | $12,500 | 28% | 45 | $4,044.44 |
| Improved Win Rate | 80 | 52 | $12,500 | 33% | 45 | $4,766.67 |
| Faster Cycle | 80 | 52 | $12,500 | 28% | 36 | $5,055.56 |
FAQs
1) What is pipeline velocity?
Pipeline velocity estimates how quickly your sales pipeline can produce revenue. It combines opportunity count, average deal value, win rate, and sales-cycle length into one pace metric.
2) Why is sales cycle included?
Sales cycle length controls speed. Two teams may have equal pipeline value, but the team closing faster generates revenue sooner and therefore has higher velocity.
3) Should I use open or qualified opportunities?
Use qualified opportunities when possible because they better reflect realistic deal flow. If you leave that field blank, the calculator uses open opportunities as the working count.
4) Is win rate entered as a percentage?
Yes. Enter win rate as a percentage such as 25 or 32.5. The calculator automatically converts that figure into a decimal during the revenue calculation.
5) What does weighted pipeline value mean?
Weighted pipeline value adjusts total pipeline by your win rate. It estimates expected won revenue instead of full potential revenue from every open opportunity.
6) What is the coverage ratio used for?
Coverage ratio compares gross pipeline to your revenue target. Teams often use it to judge whether pipeline volume is healthy enough to support a future quota.
7) Why add scenario testing?
Scenario inputs help you test realistic improvements. You can see how bigger deals, better conversion, or shorter cycles change daily velocity and planning-period revenue.
8) Can this replace a full forecast?
No. Pipeline velocity is a strong performance indicator, but it should support, not replace, detailed stage-based forecasts, territory planning, and rep-level pipeline reviews.