How to calculate Sales Velocity

Formula

Sales velocity = (opportunities × win rate × average deal size) ÷ sales cycle length in days

SQL query

This example assumes: deals(id, stage, amount, created_at, closed_at). It is written in PostgreSQL syntax; date functions differ slightly in MySQL, BigQuery and SQLite, and your column names will differ from these.

WITH closed AS (
  SELECT * FROM deals
  WHERE stage IN ('won', 'lost') AND closed_at >= DATE '2026-07-01'
), m AS (
  SELECT COUNT(*) AS opps,
         COUNT(*) FILTER (WHERE stage = 'won') * 1.0 / NULLIF(COUNT(*), 0) AS win_rate,
         AVG(amount) FILTER (WHERE stage = 'won') AS avg_deal,
         AVG(closed_at::date - created_at::date) FILTER (WHERE stage = 'won') AS cycle_days
  FROM closed
)
SELECT opps * win_rate * avg_deal / NULLIF(cycle_days, 0) AS revenue_per_day
FROM m;

Common mistakes that make Sales Velocity wrong

• All four inputs must come from the same period and the same deal definition.
• It is an estimate of run-rate, not a forecast; seasonality is not in the formula.
• Changing one input (say, discounting to win more) can move another, so read them together.

Ask for Sales Velocity in plain English

Instead of writing the query yourself, you can type the question. SchemaChat turns it into SQL against your connected database or uploaded file, runs it, and shows the SQL and the figures it used so you can check the answer before you share it. It does not replace your judgement about the definition: check that the query matches the formula your business uses.

• What is our sales velocity over the last 90 days?
• Which input of sales velocity changed most compared with last quarter?