The Sales Velocity Equation - Uncovering the Barriers to 2x Growth

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we can help you double your sales , we have to analyze why they ’re not doubling. The reason most sales teams are stagnant has little to do with their ability to close a sale, but rather the resistance they encounter long before they finally make that sale . We can understand this resistance through what’s called the “ sales velocity equation,” a conceptual model that governs the speed and efficiency of your revenue engine.

Sales velocity is determined by four key variables :

Number of opportunities: How many prospects are in your pipeline ?
Average transaction size : How much is each sale worth ?
Success rate: What percentage of opportunities are converted into sales ?
Sales cycle length: How long does it take from first contact to closing a deal ?
The formula is as follows :

Sales velocity =
Sales cycle length
( Number of opportunities × average deal size × win rate )



You don’t have to double all the variables to double your anhui mobile number database performance . Strategic improvements in the right areas can have a powerful multiplier effect . Instead, most companies are held back because deep-seated systemic problems are suppressing these variables , resulting in low sales velocity.

The tyranny of unqualified leadership
The most significant win rate inhibitor is unqualified leads . Your CRM system may be filled with thousands of "opportunities," but in reality , they are just a few names on a list . These unqualified leads are harmful to your sales team for the following reasons: