Analytics Page: Average Time to Win by Deal Size Chart

Overview

The Average Time to Win by Deal Size chart shows how long won deals take to progress through each sales stage, segmented by deal size. It helps Sales Ops understand how deal complexity and size affect sales cycle length and where larger deals tend to slow down.

This view is useful for setting realistic expectations around deal timelines and for identifying stages where larger deals may require additional support or process rigor.

How to Read the Chart

Each sales stage is shown along the horizontal axis.
Bars represent the average number of days spent in each stage.
Deal sizes are shown side by side for comparison.
Differences between deal sizes highlight where larger deals typically require more time.

For example, when larger deal sizes show significantly longer durations in later stages, it often reflects increased legal, security, or executive involvement.

What This Chart Is (and Isn’t)

This chart is:

A way to compare sales cycle length by deal size
A tool for identifying where larger deals slow down
Useful for planning forecast timing and resource allocation

This chart is not:

A guarantee that large deals will always take longer
A measure of individual rep efficiency
A substitute for deal-level analysis

How Sales Ops Should Use This

Set stage-level expectations based on deal size
Adjust forecast confidence and close-date assumptions for larger deals
Identify stages where larger deals may need additional enablement or escalation
Use historical timing patterns to improve planning and capacity models

For example, if large deals consistently spend more time in evaluation or redlines, Sales Ops may want to introduce earlier stakeholder alignment or legal review processes.

Sales Ops – Recommended Actions

Forecasting & Planning

Apply deal-size–adjusted timelines when setting close dates.
Reduce forecast confidence for large deals that progress faster than historical norms.

Process & Enablement

Provide reps with guidance and assets tailored to larger, more complex deals.
Introduce earlier legal, security, or executive alignment for high-value opportunities.

Deal Reviews

Pressure-test stage progression for large deals that deviate significantly from historical averages.
Use deal size as an input to deal health and risk assessment.

Trend Monitoring

Track changes in time-to-win by deal size over time.
Treat sustained shifts as signals to revisit pricing, packaging, or sales motion design.

Important Interpretation Notes

This chart shows historical averages, not expected timelines for every deal.
Deal size is one of many factors influencing sales cycle length.
Faster-than-average progression does not guarantee success, and slower progression does not guarantee loss.
Always interpret this data alongside deal context, stage criteria, and rep judgment.