How do I calculate Pipeline coverage?

Use the formula(s) on this page. Keep inputs consistent by period and basis.

What are good benchmarks?

Benchmarks vary by model and stage. See Benchmarks on this page for ranges.

Inconsistent definitions/time windows; wrong basis (revenue vs gross profit).

Pitchkit

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GLOSSARY

Pipeline coverage

Pipeline value relative to quota/target bookings.

Rule of thumb

3–5x coverage typical in enterprise; depends on stage, win rate, and forecast quality.

Worked example

Target bookings $1.2M; Qualified pipeline $4.8M → 4× coverage.

Common pitfalls

Counting unqualified top‑of‑funnel; not adjusting for win rate by stage; sandbagging.

How to show in your deck

Sales motion slide: table with coverage by segment and current quarter outlook.

Deck snippet

Back to Glossary

GLOSSARY

Pipeline coverage

Pipeline value relative to quota/target bookings.

Rule of thumb

3–5x coverage typical in enterprise; depends on stage, win rate, and forecast quality.

Worked example

Target bookings $1.2M; Qualified pipeline $4.8M → 4× coverage.

Common pitfalls

Counting unqualified top‑of‑funnel; not adjusting for win rate by stage; sandbagging.

How to show in your deck

Sales motion slide: table with coverage by segment and current quarter outlook.

Pipeline coverage

Rule of thumb

Worked example

Common pitfalls

How to show in your deck

Deck snippet

Pipeline coverage

Rule of thumb

Worked example

Common pitfalls

How to show in your deck

Deck snippet

Formulas

FAQs

Related terms

Rule of thumb

Worked example

Common pitfalls

How to show in your deck

Deck snippet

Rule of thumb

Worked example

Common pitfalls

How to show in your deck

Deck snippet

Formulas

FAQs

How do I calculate Pipeline?

What are good benchmarks?

Common pitfalls?

Related terms