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Pipeline coverage calculator
Coverage is your open pipeline divided by your target for the period. The useful version of the number is not 3x or 4x from a benchmark, it is whatever your own win rate demands: close a quarter of what you work and you need 4x, close half and you need 2x.
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Pipeline coverage calculator
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Your coverage
2.4x
Short of what your win rate needs
- Coverage you need
- 4x
- Pipeline you need
- $2,000,000
- Gap
- $800,000
At a 25 percent win rate you need 4x coverage, which is $2,000,000 of open pipeline; you are at 2.4x, so you are $800,000 short, and with a 60 day sales cycle against 45 days left, most of what you add now will land after this period closes.
The pipeline coverage formula
- Coverage ratio = open pipeline ÷ revenue target
- Required pipeline = revenue target ÷ win rate
- Gap = required pipeline − open pipeline
Worked example: a $600,000 quarterly target, $1,500,000 of open pipeline and a 25% win rate. Coverage is 2.5x. Required pipeline is $2,400,000, which is 4x. The gap is $900,000 of qualified pipeline you still need to create.
Coverage you need at your win rate
Required pipeline for a $600,000 target.
| Win rate | Coverage needed | Required pipeline |
|---|---|---|
| 20% | 5x | $3,000,000 |
| 25% | 4x | $2,400,000 |
| 33% | 3x | $1,800,000 |
| 40% | 2.5x | $1,500,000 |
| 50% | 2x | $1,200,000 |
Why the ratio usually flatters you
Coverage built on stale CRM data overstates the pipeline. Deals with close dates from last quarter, stages that have not moved in weeks and no logged activity all count at face value, so the dashboard reads 4x while the real, current pipeline is closer to 2x. Audit for recency before you trust the number, and weight by stage if you can.
For the full breakdown, benchmarks and the fixes, read Sales Pipeline Coverage Ratio: Formula, Benchmarks, and Fixes.