How to Calculate Lead Velocity Rate

Lead Velocity Rate measures the period over period growth in the number of leads you are generating.  It shows you whether you are expanding the top of your funnel or not.  And, if your leads convert to opportunities and deals consistently, Lead Velocity Rate can help you predict your future bookings.

As an example, if you generated 120 leads this month, and generated 100 leads last month, then your Lead Velocity Rate would be (120 - 100) / 100 = 20%

How to calculate Lead Velocity Rate

In order to measure Lead Velocity Rate with Salesforce data, count the total number of qualified leads from the period you're measuring.  Then, count the number of qualified leads from the previous period of the same length.  Then, calculate the Lead Velocity Rate as:  (Leads This Period - Leads Previous Period) / Leads Previous Period and express this as a percentage.

To measure Lead Velocity Rate with HubSpot CRM data, count the total number of qualified leads from the period you're measuring.  Then, count the number of qualified leads from the previous period of the same length.  Then, calculate the Lead Velocity Rate as:  (Leads This Period - Leads Previous Period) / Leads Previous Period and express this as a percentage.

Many companies use spreadsheets to calculate this metric.  Rekener's Sales Rep Scorecards can automate Lead Velocity Rate calculations, so that you can see how the top of your funnel is growing over time.  You can view this data dynamically, by week, month, quarter, year, or any other interval.

 

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Gregory Keshian

Greg is COO and Co-Founder at Rekener. Greg’s career has been focused on using data to grow recurring revenue businesses. Before joining Rekener, he served as VP of Operations at ZeroTurnaround, where he built its strategy and operations practice, ran customer success and renewals, helped to grow and coach its high-velocity sales organization, and optimize its marketing efforts. Prior to that, he ran the BizOps and marketing functions for the AVOKE call center analytics business, a SaaS company within BBN Technologies. He got his start using data to improve sales and marketing efforts while at AppNeta. Greg is also a member of the Revenue Collective.

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