Pipeline Coverage Calculator
Free pipeline coverage calculator — see your coverage ratio against the gap to quota and how much pipeline you actually need at your win rate.
About this tool
Coverage should be measured against the gap to quota, not the whole quota, and the right multiple depends on your win rate rather than a universal 3×. This calculator does both and shows expected revenue from current pipeline.
Frequently Asked Questions
- What is a good pipeline coverage ratio?
- 3× the gap to quota is the traditional benchmark, but the honest answer is 1 divided by your win rate. A team winning 20% of deals needs 5×, not 3×.
- Should coverage be measured against quota or the gap?
- Against the gap to quota. Once revenue is closed it no longer needs covering, and measuring against the full quota makes a healthy quarter look at risk.
- What counts as qualified pipeline?
- Only opportunities that meet your qualification criteria and have a realistic close date inside the period. Including everything in the CRM produces a coverage number that means nothing.
- My coverage looks fine but I keep missing. Why?
- Usually because the pipeline is not genuinely qualified or the close dates are optimistic. Compare expected revenue at your real win rate against the gap — that figure is far harder to fool.