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).

GLOSSARY

Average time from qualified opportunity to closed-won.

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

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

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

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

GLOSSARY

Average time from qualified opportunity to closed-won.

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

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

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

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