Free Calculator
Pipeline Coverage Calculator
Do you have enough pipeline to hit the quarter? Coverage problems show up two months before they hit the forecast, if you're looking. This is the looking.
Your numbers
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Only deals that passed your qualification rubric. If everything in the CRM counts as "qualified," this number is fiction.
Use your trailing 2-quarter actual, not the aspiration.
Your coverage
Coverage ratio
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Verdict
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Expected closed from this pipeline
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Projected attainment
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Pipeline gap to 3x coverage
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Pipeline gap to 4x coverage
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The benchmark: velocity sales teams need 3x to 4x coverage at the start of the quarter to have a credible shot at the number. Below 3x, the quarter is at risk no matter how hard the team works. Above 5x usually means qualification discipline has slipped and half the "pipeline" isn't real. More in The 5 Velocity Sales Metrics.
Coverage thin? The gap closes one of two ways: more pipeline generation, or better conversion on what you have. Which lever to pull first depends on where your funnel actually leaks, and that's a diagnosis, not a guess.
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