Report: Sales Velocity - This Fiscal Year

This topic explains the report/widget 'Sales Velocity - This Fiscal Year' in the Opportunity Manager ROI dashboard.

The following are covered:

What the report measures

This report measures the efficiency of revenue generation by combining the number of opportunities, average deal size, win rate, and sales cycle duration into a single performance metric. It provides insight into whether sales velocity is driven by more opportunities, larger deals, higher win rates, or faster sales cycles.

  • Metric displayed: Sales Velocity, calculated as follows: (Number of Opportunities × Average Deal Size × Win Rate) ÷ Average Sales Cycle Duration.

  • Used for: Evaluating overall sales performance speed, identifying productivity bottlenecks, and guiding strategy to improve conversion rates and cycle times.

How the report is built

Report Type

A standard report type: 'Opportunities'.

This allows calculation of metrics using opportunity-level data along with custom summary formulas.

Filters

  • Show Me: All Opportunities

  • Close Date: equals THIS FISCAL YEAR (e.g. Jan 1, 2025 – Dec 31, 2025)

  • Probability: All

  • Stage: Any

Grouping (Outline)

  • The following rows are grouped:

    • Opportunity Owner: Full Name

    • Altify Plan Quality

    • Account Name

    Columns Added (& Summary Formulas)

    • # of Opps → RowCount

    • Avg. Amount → AMOUNT:AVG

    • WinRate → WON:SUM / RowCount

    • Sales Velocity → (RowCount × AMOUNT:AVG × (WON:SUM / RowCount)) ÷ Opportunity.Sales_Cycle_Duration__c:AVG

    Additional fields like Opportunity Name, Stage, and Amount are included in the full report for deeper analysis but are not all surfaced in the widget view.

    Dashboard widget setup

    • Visualization: Metric Chart

    • Metric: Summary Formula (Sales Velocity)

    • Label: 'Sales Velocity – This Fiscal Year'

    • Filters: None by default; can be filtered by owner, region, or segment for personalized or management-level performance views.