Pipeline Coverage
Pipeline coverage measures how much qualified pipeline you have relative to your revenue target or quota.
- Pipeline coverage is the ratio of total pipeline value to sales quota or target, indicating whether you have sufficient opportunities to hit your goals.
- Common Mistakes:
- Using unweighted pipeline instead of probability-adjusted values.
- Not excluding stale or inactive opportunities from coverage calculations.
- Comparing coverage across teams with different win rates or cycle times.
- Ignoring that coverage needs vary by sales maturity and win rate.
- Not tracking coverage far enough in advance (need forward-looking coverage).
- Assuming all pipeline is equal quality without stage or age weighting.
Definition
Pipeline coverage is the ratio of total pipeline value to sales quota or target, indicating whether you have sufficient opportunities to hit your goals.
Healthy pipeline; high confidence in hitting targets.
Adequate pipeline; standard for many B2B sales teams.
Insufficient pipeline; targets at risk.
Formula
Pipeline Coverage = Total Weighted Pipeline Value / Quota or Target
Variables
Sum of opportunity values multiplied by probability/stage.
Revenue target for the period.
Examples
Quarterly pipeline coverage
| Metric | Value |
|---|---|
| Total pipeline value | $3,000,000 |
| Weighted pipeline (30% avg probability) | $900,000 |
| Quarterly quota | $300,000 |
- 1Pipeline coverage = $900,000 / $300,000
- 2Coverage = 3x
Track in Daymark
Data Sources
Required Fields
- opportunity_id
- amount
- stage
- probability
- expected_close_date
- owner_quota
Sample Questions
- What is the current pipeline coverage?
- Show coverage trend by month or quarter
- Calculate coverage by sales rep or team
- What's our coverage for next quarter?
- Compare coverage by deal stage
- How much pipeline do we need to generate to hit quota?
- Show coverage by product or segment
Dashboard Template
Current pipeline vs quota
Coverage ratio over time
Individual team coverage
New pipeline generation vs target
Common Mistakes
- •Using unweighted pipeline instead of probability-adjusted values.
- •Not excluding stale or inactive opportunities from coverage calculations.
- •Comparing coverage across teams with different win rates or cycle times.
- •Ignoring that coverage needs vary by sales maturity and win rate.
- •Not tracking coverage far enough in advance (need forward-looking coverage).
- •Assuming all pipeline is equal quality without stage or age weighting.
FAQ
It depends on your win rate. With a 25% win rate, you need 4x coverage. With 33% win rate, 3x is sufficient.
Weighted pipeline is more accurate, but track both. Unweighted shows potential; weighted shows realistic forecast.
Track current quarter plus at least one quarter forward, adjusted for your sales cycle length.