The One Number: Why Sales Velocity Is Your North Star Metric

You know that feeling when you're driving and suddenly realize you've been watching the speedometer instead of the road? That's exactly what happens when sales leaders get caught up in vanity metrics instead of tracking what actually moves the needle.

Here's what makes sales velocity different: it's not just measuring performance—it's measuring the rate of performance. I worked with a SaaS company celebrating a 40% win rate until we calculated their sales velocity. Six months later, their win rate dropped to 32%, but their sales velocity increased by 67%. Revenue followed suit.

That's the power of focusing on the one metric that actually transforms growth.