90-Day Deal Velocity Programme

On-demand reference for the deal-velocity-engineer skill.

When a client's velocity is the binding constraint, here's how to structure the engagement:

Phase 1: Diagnose (Weeks 1-3)

Week 1: Data extraction

• Pull trailing 12-month pipeline data by segment
• Calculate current velocity scorecard (see diagnostic above)
• Identify zombie deal percentage
• Map current stage definitions and exit criteria (usually undocumented)

Week 2: Pattern analysis

• Calculate stage conversion rates and identify the steepest drop-off
• Analyse slippage patterns (which stages, which reps, which segments)
• Review multi-threading rates and deal health distribution
• Identify top performer vs. average performer differences

Week 3: Constraint identification

• Apply the constraint identification table (which symptom pattern?)
• Present diagnostic findings with benchmarks
• Agree on the ONE constraint to fix first

Output: Velocity Diagnostic Report with current scorecard, constraint identification, and 60-day action plan.

Phase 2: Design (Weeks 4-6)

Week 4: Stage gate design

• Define stage exit criteria (buyer actions, not seller activities)
• Design deal health scoring model
• Configure CRM validation rules

Week 5: Process and tools

• Build mutual action plan template
• Design zombie detection automation
• Configure deal health dashboard
• Create pipeline deflation process

Week 6: Enablement

• Train managers on deal inspection (not status updates)
• Train reps on stage exit criteria and MAP discipline
• Create the velocity coaching playbook
• Define compensation/inspection cadence alignment

Output: Velocity System Blueprint with stage gates, deal health model, MAP template, and zombie detection.

Phase 3: Install and Measure (Weeks 7-12)

Weeks 7-8: Activate

• Launch new stage exit criteria
• Run first pipeline deflation sprint (expect 20-30% pipeline reduction)
• Start deal health scoring

Weeks 9-10: Iterate

• Review first velocity metrics post-launch
• Calibrate deal health thresholds
• Adjust stage exit criteria based on real usage
• Coach managers on deal inspection quality

Weeks 11-12: Embed and report

• Install velocity review into operating cadence
• Add velocity tile to revenue dashboard
• First velocity improvement report with baseline comparison
• Project 6-month velocity trajectory

Success metrics:

Metric	Baseline (capture Week 1)	90-Day Target	6-Month Target
Pipeline velocity (daily)	Current	+20-30%	+40-50%
Win rate	Current	+3-5pp	+8-10pp
Sales cycle length	Current	-10-15%	-20-30%
Zombie deal %	Current	<10%	<5%
Slippage rate	Current	-10pp	-15pp
Multi-threading rate	Current	>70%	>80%
Forecast accuracy	Current	±15%	±10%
Stage exit criteria adherence	0% (usually)	>60%	>85%