3–5x coverage typical in enterprise; depends on stage, win rate, and forecast quality.
Target bookings $1.2M; Qualified pipeline $4.8M → 4× coverage.
Counting unqualified top‑of‑funnel; not adjusting for win rate by stage; sandbagging.
Sales motion slide: table with coverage by segment and current quarter outlook.
4× pipeline coverage for Q4 in core segment.