Anti-Fragile take
Sales velocity = (opportunities × win rate × deal size) ÷ sales cycle length. Each variable is a systems problem. More opportunities come from better sourcing. Higher win rates come from better scoring and timing. Shorter cycles come from faster routing and sharper signals.
We optimize velocity by finding the bottleneck variable and fixing the system underneath it.
Why it matters
Velocity is the compound metric of GTM health. Improving it beats adding headcount.
How we build it
Warehouse dashboard tracking each velocity component, with targeted interventions on the weakest variable.