Pipeline coverage calculator
Enter your quarter target, open pipeline and win rate. You get your coverage ratio, expected closed-won, and the pipeline you still need to create. Nothing is stored or sent anywhere.
Required coverage at a 25% win rate: 4.0x. Under-covered. At this win rate the quarter closes short unless you add pipeline now or raise conversion on what is already open.
How pipeline coverage is calculated
Pipeline coverage = open pipeline for the period ÷ revenue target for the period. The ratio you need is roughly the inverse of your win rate, plus a margin for slippage. At a 25% win rate you need 4x just to break even on expectation, which is why 3x is the floor and 4x the working target for most sales-led B2B motions.
Why healthy coverage still misses
Coverage counts dollars, not quality. Before you trust the number, filter open pipeline to opportunities with a confirmed next step on the calendar, a named economic buyer, and an age below 1.5x your median sales cycle. The honest figure is frequently half the reported one — the mechanics are covered in the pipeline coverage deep dive and in why your CRM forecast is wrong.
Frequently asked questions
How do you calculate pipeline coverage?
Divide the total value of open pipeline expected to close in the period by the revenue target for that period. $4M of open pipeline against a $1M target is 4x coverage.
What is a good pipeline coverage ratio?
Roughly the inverse of your win rate plus a margin for slippage. At a 25% win rate, 3x–4x is healthy. Coverage above 5x usually signals stale opportunities rather than abundance.
Why is my coverage healthy but my forecast still missing?
Because coverage counts dollars, not quality. Filter to opportunities with a confirmed next step, a named economic buyer and an age under 1.5x your median sales cycle, then recompute — the honest number is often half the reported one.
Where to start
If your coverage is thin, the fix is rarely "more leads" — it is usually upstream in ICP or demand mix. See the wider metric set and the eight-pillar framework to locate the cause.