Sales & CRM
What is Sales Cycle?
Sales cycle is the average time between first contact and closing — shorter cycles bring cash in faster and lower CAC.
Sales cycle varies sharply by ticket and ICP: self-serve closes in hours; SMB in days; mid-market in weeks; enterprise in months or quarters. Comparing cycles only makes sense within the same segment.
Shortening the cycle raises capital efficiency: the same rep closes more deals per year. Levers: social proof, self-serve demos, free trials and simpler contracts.
Use it in practice
Pipeline Calculator
Related terms
Frequently asked questions
What counts as the start of the cycle?
Market standard: from the first qualified contact (SQL), not from the raw lead.
Is a short sales cycle always better?
For capital efficiency, yes. But in enterprise, cycles that are too short can signal mis-sizing (selling below potential).