Sales Pipeline Coverage Calculator

How it works

Coverage = open pipeline ÷ target · Expected closings = pipeline × win rate · Pipeline needed = target ÷ win rate

Coverage compares the pipeline you have to the quota you must hit. A common rule of thumb is 3× — you need roughly three dollars of pipeline for every dollar of target — but the honest number comes from your own win rate: the pipeline you truly need is the target divided by the rate at which deals close. If your win rate is 25%, you need 4× coverage, not 3×; if it is 33%, 3× is enough. Comparing required pipeline to actual pipeline shows the gap to fill before the period ends.

Worked example

With $900,000 of open pipeline against a $300,000 target, coverage is 3.0×. But at a 25% win rate you only expect to close $225,000, and hitting the target needs $300,000 ÷ 0.25 = $1,200,000 of pipeline — a $300,000 shortfall to close.

Frequently asked questions