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Pipeline coverage calculator

Pipeline coverage is how many times your pipeline needs to exceed your quota. It depends on your win rate, so the old 3x rule is only right for some teams.

Pipeline needed$2,400,000
Coverage you need4x
Coverage you have2x
Gap to close$1,200,000

The formula

Pipeline needed = quota ÷ win rate. Coverage ratio = 1 ÷ win rate.

How to use it

  • A 33% win rate needs about 3x coverage, a 25% win rate about 4x and a 20% win rate 5x.
  • Use the win rate for the same stage you count pipeline at.
  • Count only pipeline that can close in the period.

Frequently asked questions

Is 3x pipeline coverage enough?

Only if you win about one in three deals. At a 20% win rate you need 5x, and at 50% about 2x. Use your own win rate.

What counts as pipeline?

Open opportunities with a realistic close date in the period. Early leads that are not yet opportunities should not be counted.

Know who to call before you count.

Rodok finds the people showing a buying signal and keeps every deal in one CRM.

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