{
  "version": "1.3.0",
  "releasedAt": "2026-05-20",
  "kpi": {
    "rogueId": "sales.avg_sales_cycle_days",
    "slug": "avg_sales_cycle_days",
    "domain": "sales",
    "defaultLabel": "Average Sales Cycle (Days)",
    "description": "Average number of days from opportunity creation to closed-won status — measured only on won deals (lost deals are tracked separately). The motion-velocity metric — directly determines how much pipeline coverage is needed, how quickly investment in new reps pays back, and how feedback loops on packaging or pricing experiments compound. Common pitfall: blending segment cycles (SMB and Enterprise often differ 5–10×) into a single average hides material trend signals — segment-cut the metric where deal-volume permits.",
    "fieldType": "number",
    "unit": "days",
    "maturity": "general",
    "suggestedForStages": [
      "seriesA",
      "seriesB",
      "seriesC",
      "public"
    ],
    "defaultOwningFunctions": [
      "Sales"
    ],
    "stageRelevance": {
      "seriesA": "recommended",
      "seriesB": "recommended",
      "seriesC": "recommended",
      "public": "recommended"
    },
    "definitionSource": {
      "tier": "editorial",
      "sourceName": "imboard Editorial",
      "sourceUrl": null,
      "sectionRef": null,
      "publicationDate": "2026-04-01",
      "attributionNotice": null
    },
    "benchmark": {
      "p25": 40,
      "median": 84,
      "p75": 150,
      "unit": "days",
      "sourceName": "imboard Editorial",
      "sourceYear": "2026",
      "higherIsBetter": false
    },
    "formula": "Average Sales Cycle (Days) = Σ (close_date − created_date) across closed-won opportunities in period / Count of those opportunities. Restrict to won deals; for cycle-time analysis on lost deals, compute separately.",
    "whyItMatters": "Determines required pipeline coverage (a 90-day cycle needs ~1 quarter of forward pipeline; a 270-day cycle needs ~3 quarters), and is the leading indicator of ICP fit — strong fit shortens cycles; mismatched fit lengthens them.",
    "interpretationGuidance": "Typical ranges by ACV band (industry folk-wisdom, not citation-grade): SMB < $5k ACV → 14–45 days; Mid-Market $5k–50k → 45–90 days; Enterprise $50k+ → 90–270 days; Strategic > $250k → 180–365+ days. Cycle lengthening trend over 2+ quarters at constant ACV mix is the canonical \"deals stuck in evaluation\" signal — usually buyer-side decision-process changes (procurement, security review) or competitive friction.",
    "relatedKpiIds": [
      "sales.avg_contract_value",
      "sales.pipeline_stage_metrics",
      "sales.pipeline_sales_cycle",
      "sales.win_rate",
      "sales.pipeline_value"
    ],
    "metricBasis": {
      "timeBasis": "period_flow",
      "production": "computed"
    }
  }
}