Sales velocity and revenue insights

Sales velocity and forecasting show how quickly your pipeline turns into revenue and what revenue you can realistically expect next.

Sales velocity is total won sales value divided by the average sales cycle. For example, three jobs won in a week worth $30, $50 and $70 that took 20, 5 and 2 days to close give $150 over an average cycle of 9 days, about $16.67 per day or $500 per month. You raise it by closing deals faster, increasing deal value or converting more.

For a local service business, this shows whether quotes are sitting too long and how much work you can expect over the coming weeks.

Opportunity forecasting adds a Forecast tab inside Opportunities. It includes:

• A summary of forecast and revenue metrics, which you can click into to see the opportunities behind the totals.
• A timeline by week, month or quarter, based on each opportunity's expected close date.
• Expected revenue weighted by probability, using stage probability or manual overrides.
• High, medium and low risk labels for deals that may be slipping or overdue.
• Filters by pipeline, owner and other criteria.
• Data quality insights that flag missing values, missing dates and stale opportunities.

To get useful forecasts, keep expected close dates and opportunity values up to date as jobs change. Forecasting is currently enabled through Labs, so controls and labels may change over time.