It's time to introduce the pipeline velocity matrix...
Step 1: Take the number of qualified opportunities in your pipeline
Step 2: Multiply this by your average deal size
Step 3: Divide this by your average deal cycle
Example:
- Leads = 100
- total deal size = £10,000
- average win rate = 40%
- average deal cycle = 40 days
100 x £10,000 = £1,000,000 ÷ 40% = £400,000
£400,000 ÷ 40 = £10,000
It's like the miles per hour, but of the sales world
