sales velocity equation
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Sales Velocity EquationTM
(Super cool sales math. Really.)
There are only4factors that impacthow much you sell.
There are only4factors that impacthow much you sell.
No more. No less.
Your Sales Velocity
Your Sales Velocity
Number of sales
opportunities
you work
Your Sales Velocity
Number of sales
opportunities
you work
Average deal value
Your Sales Velocity
Number of sales
opportunities
you work
Average deal value
Win rate
Your Sales Velocity
Number of sales
opportunities
you work
Average deal value
Win rate
Length of sales cycle
Your Sales Velocity
Number of sales
opportunities
you work
Average deal value
Win rate
Length of sales cycle
What happens if you
Increase all by 10%
Your Sales Velocity
Number of sales
opportunities
you work
Average deal value
Win rate
Length of sales cycle
What happens if you
Increase all by 10%
Decrease this one by 10%
and
Your Sales Velocity
Number of sales
opportunities
you work
Average deal value
Win rate
Length of sales cycle
What happens if you
Increase all by 10%
Decrease this one by 10%
You increase how much you sell by47% and
Your Sales Velocity
Number of sales
opportunities
you work
Average deal value
Win rate
Length of sales cycle
What happens if you
Increase all by 10%
Decrease this one by 10%
You increase how much you sell by47%
Go on. Do the math. We’ll wait.
and
See? Math rocks.
So, where should you be spending your time?1. Increase # of opps2. Increase average deal value3. Increase win rate4. Reduce sales cycle
See? Math rocks.
So, where should you be spending your time?1. Increase # of opps2. Increase average deal value3. Increase win rate4. Reduce sales cycle
Our research shows most sellers only focus here.
See? Math rocks.
So, where should you be spending your time?1. Increase # of opps2. Increase average deal value3. Increase win rate4. Reduce sales cycle
Our research shows most sellers only focus here.
Problem:If focus is filling the pipeline (not unimportant), there is less time for these.
See? Math rocks.
So, where should you be spending your time?1. Increase # of opps2. Increase average deal value3. Increase win rate4. Reduce sales cycle
Our research shows most sellers only focus here.
Problem:If focus is filling the pipeline (not unimportant), there is less time for these.
That’s bad math. For all of us.
We know this might seem strange, but bear with us.
“Forget the Pipeline” Math
What happens to your sales velocity if you don’t add opportunities?
1. Increase # of opps2. Increase average deal value3. Increase win rate4. Reduce sales cycle
Static
By 10%
By 10%
By 10%
“Forget the Pipeline” Math
What happens to your sales velocity if you don’t add opportunities?
1. Increase # of opps2. Increase average deal value3. Increase win rate4. Reduce sales cycle
Static
By 10%
By 10%
By 10%
Sales velocity improves by34%
“Forget the Pipeline” Math
What happens to your sales velocity if you don’t add opportunities?
1. Increase # of opps2. Increase average deal value3. Increase win rate4. Reduce sales cycle
Static
By 10%
By 10%
By 10%
Sales velocity improves by34% Yes, a 34%
increase in how much you sell
without increasing the
number of deals
Your SalesVelocity Challenge
Your Sales Velocity Challenge
1. Increase # of opps2. Increase average deal value3. Increase win rate4. Reduce sales cycle
This week, try shifting your focus here
Your Sales Velocity Challenge
1. Increase # of opps2. Increase average deal value3. Increase win rate4. Reduce sales cycle
This week, try shifting your focus here
Then come back and let us know what happens.
Sales Velocity EquationTM
We’ve helped companies like measurably improve their sales velocity.
Number of sales
opportunities
you work
Average deal value
Win rate
Length of sales cycle
The only factors that impact how much you sell.4