HubSpot Metric
Sales
Deal Velocity = (Number of Open Deals x Average Deal Value x Win Rate) / Average Sales Cycle Length in Days
Deal Velocity measures how much revenue your HubSpot pipeline generates over a given period, factoring in the number of open deals, their average value, the win rate, and the average length of the sales cycle. It uses HubSpot deal records, their stage history, and close dates to show the speed at which deals convert into closed revenue. A higher figure means the pipeline is producing more revenue per unit of time.
Full guide: definition, formula, and benchmarksHubSpotSalesDeal Velocity
Deal Velocity measures how much revenue your HubSpot pipeline generates over a given period, factoring in the number of open deals, their average value, the win rate, and the average length of the sales cycle. It uses HubSpot deal records, their stage history, and close dates to show the speed at which deals convert into closed revenue. A higher figure means the pipeline is producing more revenue per unit of time.
How to calculate deal velocity
Why deal velocity matters for HubSpot users
Deal Velocity turns the raw activity in your HubSpot pipeline into a single measure of revenue momentum. Two teams can have the same number of open deals, but the one that closes faster, wins more often, or carries larger deal values is generating far more revenue per day. Watching this figure tells you whether changes to your process are actually speeding revenue up or simply moving deals around.
Because the formula breaks into four levers, it also shows you where to act. If velocity drops, you can trace it back to a longer sales cycle, a falling win rate, smaller deals, or thinner pipeline coverage, rather than guessing. That makes it a practical planning input for forecasting and for setting realistic quarterly targets.
Understand and act on deal velocity with KPI Tree
Sync your HubSpot deals, deal stage history, and close dates into your warehouse and compute Deal Velocity in KPI Tree from the open deal count, average deal value, win rate, and average sales cycle length. Place it in a metric tree alongside its component metrics so a shift in any single lever, such as average sales cycle length or win rate, is visible as a driver of the headline number.
Assign RACI ownership in KPI Tree so the head of sales is Accountable for velocity while pipeline and revenue operations are Responsible for keeping the HubSpot data clean. Set a weekly or fortnightly review cadence that lines up with your pipeline reviews, so the team acts on stalling deals before they distort the forecast.
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Deal size distribution analyses the spread of closed-won deal values across defined size bands. It reveals whether revenue is concentrated in a few large deals or diversified across many smaller ones, and how the mix is shifting over time.
Contact Engagement Score
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Contact engagement score is a composite metric that weights interactions such as email opens, link clicks, form submissions, page views, and meeting bookings into a single score per contact. It quantifies how actively a contact is engaging with your brand.
Customer Acquisition Cost
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CAC = Total Sales & Marketing Spend / New Customers Acquired
Customer acquisition cost (CAC) is the total sales and marketing expenditure divided by the number of new customers acquired in the same period. It quantifies the investment required to convert a prospect into a paying customer.
Activity Volume Per Contact
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Activity Volume Per Contact = Total Logged Activities / Number of Active Contacts
Activity volume per contact counts the average number of logged interactions, including emails, calls, meetings, and notes, recorded against each contact over a given period. It captures the intensity of relationship-building effort across your database.
Explore deal velocity across integrations
All HubSpot metrics
Activity Volume Per ContactContact Engagement ScoreContact Segmentation AnalysisCustomer Acquisition CostCustomer Churn AnalysisCustomer Lifetime ValueCustomer Support Ticket AnalysisDeal Size DistributionSales Pipeline VelocityEmail Engagement RateForm Conversion RateLead Conversion RateLead Scoring AnalysisLead Source PerformanceMarketing Attribution AnalysisMonthly Recurring RevenuePipeline Stage Conversion AnalysisPipeline ValueQuote-to-Close RateSales Cycle LengthSales Forecast AccuracySales Funnel AnalysisSales Rep Performance AnalysisWin RateWorkflow Automation EffectivenessEmpower your team to understand and act on HubSpot data
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