How do I calculate Sales cycle?

Use the formula(s) on this page. Keep inputs consistent by period and basis.

What are good benchmarks?

Benchmarks vary by model and stage. See Benchmarks on this page for ranges.

Inconsistent definitions/time windows; wrong basis (revenue vs gross profit).

Pitchkit

Sales cycle

Average time from qualified opportunity to closed-won.

Interpretation

Shorter cycles reduce working capital needs and forecast risk; segment by ACV.

Benchmarks

Self‑serve: minutes–days; SMB: weeks; Mid‑market: 1–3 months; Enterprise: 3–9 months.

Worked example

From stage SQL to close averages 62 days across last 30 wins at $18k ACV.

How to show in your deck

Sales motion slide: funnel with conversion rates and cycle time by stage.

Deck snippet

SQL→Close 62 days; ACV $18k; win rate 28%.

FAQs

Sales cycle

Average time from qualified opportunity to closed-won.

Interpretation

Shorter cycles reduce working capital needs and forecast risk; segment by ACV.

Benchmarks

Self‑serve: minutes–days; SMB: weeks; Mid‑market: 1–3 months; Enterprise: 3–9 months.

Worked example

From stage SQL to close averages 62 days across last 30 wins at $18k ACV.

How to show in your deck

Sales motion slide: funnel with conversion rates and cycle time by stage.

Deck snippet

SQL→Close 62 days; ACV $18k; win rate 28%.

Sales cycle

Average time from qualified opportunity to closed-won.

Interpretation

Benchmarks

Worked example

How to show in your deck

Deck snippet

FAQs

How do I calculate Sales?

What are good benchmarks?

Common pitfalls?

Sales cycle

Average time from qualified opportunity to closed-won.

Interpretation

Benchmarks

Worked example

How to show in your deck

Deck snippet

FAQs

How do I calculate Sales?

What are good benchmarks?

Common pitfalls?