The One Metric to Open Every Call With

The One Metric to Open Every Call With

Forget vanity stats. Focus your team fast.

Sales meetings are notorious for drowning in endless numbers that don’t move the needle. If you want to cut through the noise and get laser-focused, start every call with one powerful metric: Pipeline Velocity.

Pipeline Velocity measures how fast deals are moving through your sales process and predicts how much revenue is realistically on track for the period. It’s a simple formula that combines deal size, win rate, and sales cycle length to give you the real health of your pipeline, not just a list of opportunities.

Why start with Pipeline Velocity? Because it gives everyone a clear snapshot of where you stand and where you need to push harder. It stops reps from spinning their wheels on stagnant deals and focuses coaching on what’s truly going to impact revenue this quarter.

When your team understands Pipeline Velocity, meetings become about action accelerating deals, clearing roadblocks, and reallocating resources instead of wasted time on vanity numbers.

Action Steps to Implement Now

1. Calculate Pipeline Velocity for your team before the next meeting using this formula: (Number of deals × average deal size × win rate) ÷ sales cycle length.

2. Share the Pipeline Velocity number at the start of your next sales call. Make it the north star for the discussion.

3. Challenge reps to explain how their deals contribute to or drag down velocity.

4. Coach on accelerating deals that impact velocity most. Stop wasting time on stalled opportunities.

5. Track this metric weekly and hold your team accountable for improving velocity every call.

Make Pipeline Velocity your go-to metric and watch your meetings shift from noise to revenue-driving clarity.