Pipeline coverage
Quick answer
How many times open pipeline value covers the period's sales target.
Key takeaways
- The required ratio depends on win rate: at 25% you need roughly 4x
- Below threshold, the problem is generation, not closing
- Above threshold with stale deals, the problem is qualification
Coverage = open opportunity value closing in the period / target. It is the earliest reliable signal that a quarter will miss.
How to read it
- The required ratio depends on win rate: at 25% you need roughly 4x
- Below threshold, the problem is generation, not closing
- Above threshold with stale deals, the problem is qualification
Precondition
- The number only means something on a clean pipeline
Real-world example
A €1.2M quarterly target with €3M open pipeline is 2.5x coverage. At a 25% historical win rate, expect €750k - a visible gap two months early.
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Frequently asked
What coverage do I need?+
Divide 1 by your historical win rate and add a safety margin.
How do I keep it clean?+
CRM hygiene rules: 30-day inactivity triggers review, and stages have exit criteria.
Where CRMconnect fits
Related terms
Sales pipeline
A structured view of open opportunities grouped by stage, used to estimate future revenue and prioritise commercial effort.
SalesSales forecast
The estimate of revenue closing in a period, computed from the pipeline by weighting on stage and real historical conversion.
SalesWin rate
The share of closed opportunities that were won - the main indicator of sales process and qualification quality.