Sales velocity
Sales velocity is the revenue an agency's pipeline produces per day. Multiply the number of qualified opportunities by average deal value and by close rate, then divide by the average days from first qualified call to signature. It is the one figure that moves when any of its four inputs moves.
Its value is diagnostic. A velocity that fell this quarter decomposes into one of four causes, and each has a different fix: fewer qualified conversations, smaller deals, a lower close rate, or a longer cycle.
Count only qualified opportunities in the first term. Loading the pipeline with contacts who have not agreed to a call inflates the figure and then the forecast built on it misses.
Covered in depth
What an agency client acquisition system is, and what it has to contain before it produces pipelineNot sure which of these is capping you?
Six questions, two minutes, and the diagnostic names the one constraint worth working on first.