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Pipeline coverage. The honest math.
See whether your open pipeline can actually deliver quota — adjusted for your real win rate.
Inputs
Results
Current coverage
2.4×
pipeline / quota
Required coverage
3.6×
given win rate
Expected close
$672,000
from open pipe
Gap to plan
$-22,000
quota − projected
Benchmark
Under-covered
Need 3.6× pipeline; have 2.4×. Mathematically impossible to make plan from current pipeline.
How it works.
If win rate is 25%, you need 4× pipeline coverage. If it's 33%, 3× is enough. Stop benchmarking to industry — benchmark to your own win rate.
FAQ.
What is pipeline coverage?+
Open pipeline divided by quota for the period. Tells you whether there's enough mathematically possible revenue to hit number — before any deal slips or loses.
What's a healthy coverage ratio?+
3× is the rule of thumb (if win rate is 33%, you need 3× quota in pipeline). Higher for lower-conversion teams: 4–5× for new SDR motions, 2× for tightly-qualified enterprise pipelines.
How do I calculate it?+
Sum the value of all open opportunities in stages 2+ (qualified) closing in the period, divide by quota. Don't count stage-1 noise — it inflates the number.
What if my coverage is low?+
Open pipeline can't be conjured in a quarter. Pull deals from next period, run a SPIFF to compress timelines, and stand up outbound — but accept this period is going to miss.
What if coverage is too high?+
Either your win rate is overstated, the team is hoarding stale opps, or pipeline is real but reps lack capacity to work it. Audit aged opps; clear the swamp.