Pipeline Coverage
Quick definition
The ratio of your total pipeline value compared to your sales target for a given period.
Detailed explanation
Pipeline Coverage is a predictive metric that shows whether you have enough pipeline to hit your target. The formula: Pipeline Value / Target x 100%. Rule of thumb: you need 3-4x coverage (so €3-4M pipeline for €1M target), depending on your win rate and sales cycle. With 25% win rate you need 4x, with 33% win rate 3x is enough. Pipeline coverage is a forward-looking indicator - low coverage now means revenue miss next period. It's especially important for longer sales cycles (>60 days) where you need to look ahead. Sales leaders review coverage weekly and when it drops below target, escalate pipeline generation (more outbound, marketing blitz, deal acceleration). Coverage is also segmentable - do you have enough coverage for Q3? Per rep? Per product line?
Synonyms
Examples
Q3 target: €500K, current pipeline: €1.2M, win rate: 30%. Coverage: 2.4x. With 30% win rate expected closed: €360K → €140K short of target. Alert! Team launches pipeline gen sprint to create €600K extra pipeline, bringing coverage to 3.6x → projected €540K closed, on track.
Weekly pipeline review: Rep A has €200K pipeline for €100K quarterly target (2x coverage) but win rate is 20% → expectation is only €40K → rep is €60K short. Manager: "You need €300K extra pipeline or you'll miss target. What's your plan?" Forces proactive action, not reactive scramble end of quarter.
When to use this?
Review pipeline coverage weekly in forecast meetings, per rep and per period (current quarter + next quarter). Establish minimum coverage thresholds (e.g. 3.5x) and escalation protocols when you're under coverage. Also segment by stage - how much coverage do you have in early stage vs late stage? Late stage coverage is more predictable.
Match-day approach
Match-day implements pipeline coverage dashboards that show real-time whether you're on track. We also help determine coverage thresholds based on your specific win rates and sales cycle. Critically: we build action plans for when coverage is low - what triggers pipeline generation sprints? We also train managers to have coverage conversations with reps: not "how's it going?" but "your coverage is 2.1x and your target is 3.5x, you're €400K pipeline short, here's what we need to do." Data-driven, no surprises.
Learn more
Wil je weten hoe je pipeline coverage effectief inzet in jouw organisatie? Neem contact op met Match-day.
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