The importance of measuring and monitoring sales velocity

10/27/2011 | Sales Benchmark Index

Meeting sales objectives depends on having an effective pipeline, writes John Kenney. Sales velocity -- the speed at which deals progress -- is a valuable tool for measuring the success of your sales pipeline, and it is too often disregarded, he writes. "Millions of dollars that slowly trickle through the funnel could be far less valuable than a smaller volume that reliably converts into signed orders in a short period of time," he notes.

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