Funnel velocity measures how efficiently leads progress through the marketing and sales funnel, from initial engagement to closed revenue. It helps teams understand not just how much pipeline exists, but how quickly it’s moving and where bottlenecks may appear.
The metric is typically calculated using four key inputs: the number of opportunities, average deal size, win rate, and sales cycle length. Together, they provide a clear view of revenue momentum and help forecast how effectively marketing activity translates into business results.
Improving funnel velocity often involves refining lead qualification, nurturing, and handoff processes, as well as strengthening collaboration between marketing, sales, and RevOps. Faster, healthier velocity signals that the organisation is removing friction, improving conversion, and generating sustainable growth.