Sales Cycle
The total time from first prospect touch to closed-won deal.
Sales Cycle Length is the average time from first qualified contact to closed-won. It varies dramatically by deal size and industry. SMB SaaS: 14-60 days. Mid-market SaaS: 60-180 days. Enterprise SaaS: 6-18 months. Government/healthcare: 12-36 months.
Understanding your sales cycle is critical for pipeline math. To close $X in Q4, you need $X × win-rate-inverse in pipeline at start of cycle. Sales cycles also affect cash flow planning and runway calculations.
A mid-market SaaS company has a 120-day average sales cycle and 30% win rate. To close $1M in Q4, they need $3.3M in pipeline at the start of Q3.
Related terms
Need help applying Sales Cycle to your business?
Book a free 30-minute strategy call. I'll show you how Sales Cycle fits into a real growth strategy for your business.
Book a free strategy call