top of page

Optimising Sales Velocity with Actionable Steps

There are only four factors that impact how much you sell. They are active opportunities, average deal value, average win rates, and the length of the sales cycle. Optimising sales velocity is a key aspect of growing a business and increasing revenue.


In this guide, we will explore each of these levers in more detail and provide actionable steps for implementing them in your sales process.


Increasing Opportunities

The first lever for optimising sales velocity is increasing the number of opportunities that your sales team is working on. This can be done by implementing a consistent lead generation process, such as outbound sales, inbound marketing, or account-based marketing. In addition, your sales team should be trained on effective qualification techniques, to ensure that they are identifying and pursuing the most promising opportunities.


Actionable Steps:

  • Develop a lead generation strategy that targets your ideal customer profile

  • Implement a lead scoring system to prioritise the most promising leads

  • Train your sales team on effective qualification techniques

  • Encourage your sales team to consistently pursue new opportunities through networking and relationship building


Increasing Average Deal Value

The second lever for optimising sales velocity is increasing the average deal value of each sale. This can be done by upselling and cross-selling existing customers, as well as identifying and pursuing larger deals. To increase average deal value, your sales team should be trained on effective positioning and negotiation techniques.


Actionable Steps:

  • Identify upsell and cross-sell opportunities within your existing customer base

  • Train your sales team on effective positioning and negotiation techniques

  • Encourage your sales team to pursue larger deals by setting revenue goals and providing incentives

  • Implement a sales process that includes a clear value proposition, and that effectively communicates the ROI of your products or services.


Increasing Win Rates

The third lever for optimising sales velocity is increasing the win rate of your sales team. This can be done by improving the quality of your sales leads, as well as by providing your sales team with the tools and resources they need to effectively close deals. Additionally, your sales team should be trained on effective objection handling techniques.


Actionable Steps:

  • Improve the quality of your sales leads by implementing a lead scoring system

  • Provide your sales team with the tools and resources they need to effectively close deals, such as a CRM system

  • Train your sales team on effective objection handling techniques

  • Regularly review and analyse the performance of your sales team to identify areas for improvement.


Decreasing Length of Sales Cycle

The fourth lever for optimising sales velocity is decreasing the length of the sales cycle. This can be done by streamlining your sales process, as well as by providing your sales team with the tools and resources they need to effectively manage their sales pipeline. Additionally, your sales team should be trained on effective time management techniques.


Actionable Steps:

  • Streamline your sales process by identifying and eliminating unnecessary steps

  • Provide your sales team with the tools and resources they need to effectively manage their sales pipeline

  • Train your sales team on effective time management techniques

  • Regularly review and analyse the performance of your sales team to identify areas where the sales cycle can be shortened.


Implementing these four key levers will help to optimise your sales velocity and increase revenue for your business. Remember that success in sales velocity optimization is a continuous process, regularly review and analyse your sales process, and make adjustments as necessary.


Uncover your Sales Velocity gaps using our Sales Velocity Simulator.

bottom of page