Sales / RevOps
Sales Velocity
How fast the pipeline turns opportunities into revenue, expressed as one composite number.
The fork, why two teams get different numbers
The formula is agreed; every INPUT is a fork. Win rate (count or value), deal
size (ACV or TCV, mean or median), opportunity count (open or created), cycle
length (from which start event), each is a contested metric in its own right,
so two teams that agree on the velocity equation still get different velocities.
It is a RevOps composite that means whatever its four wired-in components mean.
The trap
The composite hides which lever moved.
In the Metric Library
- The full trap, worked on a real export
- Every formula variant, spelled out
- The reconciliation anchor, what to tie it to and when to refuse
Reference: RevOps convention