What is Sales Velocity and Why Does it Matter?

by Vinny Hassan in October 14th, 2022
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In business, we're always looking for ways to improve our operations and increase our profits. One key metric that can help us do this is sales velocity. But what is sales velocity, and why does it matter? In this post, we'll explore those questions and discuss how you can use sales velocity to boost your business' performance.

What is sales velocity, and why should you care about it?

Sales velocity is a measure of the rate at which a company sells its products or services. In other words, it quantifies how quickly a company turns its inventory into cash. While sales velocity can be a helpful metric for assessing a company's performance, it's important to remember that it's just one piece of the puzzle.

Velocity is affected by several factors, including pricing, customer demand, and seasonality. As such, it's essential to look at velocity in context and use it as one tool in your decision-making process. With that said, here are three reasons why you should care about sales velocity:

1. It's a good indicator of overall demand. If customers buy quickly, it's likely because they're eager to use your product or service. On the other hand, if sales are sluggish, it could indicate weak demand for what you're selling.

2. It can help you make strategic decisions about pricing and promotions. By tracking changes in sales velocity, you can see how customer behavior changes in response to various pricing and promotional strategies. This information can be invaluable as you seek to optimize your company's revenue.

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3. It can provide early warning signs of trouble. A sudden drop in sales velocity could indicate that something is wrong with your product or that customer demand is weakening. Catching problems early gives you a chance to course-correct before they cause severe damage to your bottom line.

How do you calculate sales velocity for your business or organization?

Sales velocity is a metric that measures the rate at which products or services are sold over some time. To calculate sales velocity, you need to know the total number of sales made and the total time period over which those sales were made.

For example, if your company sells 100 widget units in one month, then your monthly sales velocity would be 100 widget units sold per month.

You can also calculate sales velocity on a per-unit basis. To do this, you would divide the total number of units sold by the total time period. So, if your company sells 100 widget units in one month, then your sales velocity would be 100 widget units sold per month/30 days = 3.33 widget units sold per day.

Sales velocity can be a valuable metric for businesses and organizations because it can help to identify trends and patterns in customer buying behavior.

What factors can affect your company's sales velocity over time?

When it comes to sales velocity, several factors can come into play.

  • The first is the overall health of the economy. When times are tough, people tend to cut back on spending, which can lead to decreased sales.
  • Additionally, changes in consumer tastes and preferences can also impact sales velocity. If your product is no longer in style or is no longer seen as a necessity, people will be less likely to buy it, no matter how good the deal is.
  • Finally, competitors can also significantly impact your company's sales velocity. If a rival comes out with a new product similar to yours but cheaper or better quality, your sales will likely suffer.

As such, it is crucial to keep an eye on economic conditions and trends, as well as on the actions of your competitors, to maintain a healthy sales velocity.

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How can you improve your company's sales velocity if necessary?

If your company's sales velocity is below where you want it to be, there are a few things you can do to improve it.

  • First, make sure you have a clear and aligned sales strategy. Without a strategy, your team will likely work towards different goals and waste time and resources.
  • Once you have a strategy in place, focus on execution and accountability. Make sure each sales team member knows their goals and holds themselves accountable for meeting those goals.
  • Finally, provide the team with the resources they need to be successful. This could include training, access to market data, or new technology.

By taking these steps, you can improve your company's sales velocity and reach your desired results.

What are some potential benefits of increased sales velocity for businesses and organizations?

Increasing sales velocity can have several potential benefits for businesses and organizations.

Most importantly, it can lead to increased revenue. When products sell more quickly, businesses can turn over their inventory faster and generate more income.

In addition, increasing sales velocity can also lead to improved customer satisfaction. When customers can receive the products they want more quickly, they are often happier with the overall experience.

Finally, increasing sales velocity can help businesses better manage their inventory levels. By knowing that products are selling quickly, companies can order smaller inventory quantities and avoid having excess products on hand.

In sum, there are many potential benefits that businesses and organizations can experience by increasing sales velocity.


Businesses and organizations of all sizes can benefit from increased sales velocity. Still, it's important to understand sales velocity, how to calculate it, and what factors can affect it. With this information in hand, you can improve your company's sales velocity if necessary. Improving your company's sales velocity can have several potential benefits, including helping you achieve your business goals more quickly and efficiently.

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