What is Deal Velocity?
Deal Velocity is a core concept in modern B2B revenue. Here is a clear, accurate definition, why it matters, and how Ardovo handles it.
Short answer
Deal velocity measures how quickly individual deals move through the pipeline from creation to close. Tracking it per deal and per stage reveals where opportunities slow down, so managers can unblock stuck deals. Faster deal velocity means quicker revenue and higher capacity, since reps free up to work new opportunities sooner.
Key takeaways
- How fast individual deals move to close.
- Tracked per deal and per stage to spot slowdowns.
- Faster velocity means quicker revenue and more capacity.
- Stalls at a stage flag where deals get stuck.
Why it matters
Deals that crawl through the pipeline tie up rep time and delay revenue. Measuring deal velocity by stage pinpoints the bottlenecks so managers can remove the friction that slows the whole team.
How Ardovo handles it
Ardovo measures how long deals sit in each stage and flags those moving slower than your historical norm. Rook surfaces the stalled deals and suggests the next action to get them moving again.
Frequently asked questions
What is the difference between deal velocity and sales velocity?
Deal velocity focuses on how fast an individual deal moves through the pipeline. Sales velocity is a formula combining deal count, value, win rate, and cycle length into revenue generated per day for the whole team.
How do you improve deal velocity?
Qualify harder up front, multithread early, build a mutual action plan, remove friction in stages like legal or procurement, and act quickly on stalled deals. Shorter time in each stage compounds into faster closes.