Sales Pipeline Calculator
Calculate exactly how much pipeline you need to hit your revenue targets. Understand your coverage ratio and opportunity requirements.
Your target revenue for the period
Average closed-won deal value
Your opportunity-to-close rate
Average days from opportunity to close
Understanding Sales Pipeline Coverage
Sales pipeline coverage is one of the most critical metrics for predicting revenue outcomes. It tells you whether you have enough opportunities in your pipeline to hit your quota, accounting for your historical win rate.
What is Pipeline Coverage Ratio?
Pipeline coverage ratio is the total value of your pipeline divided by your quota or revenue target. It answers the question: "Do I have enough opportunities to hit my number?"
What is a Good Pipeline Coverage Ratio?
The ideal coverage ratio depends on your win rate:
- 3x coverage: Industry standard for ~33% win rate
- 4x coverage: Recommended for 25% win rate
- 5x coverage: Conservative target for complex sales
- 2x coverage: May work for high-velocity, high win rate teams
Pipeline Coverage by Stage
Not all pipeline is created equal. Weight your pipeline by stage probability:
Early Stage (10-20%)
Discovery, qualification. High volume, low probability.
Mid Stage (40-60%)
Demo, proposal. Moderate probability.
Late Stage (70-90%)
Negotiation, verbal commit. High probability.
Commit (90%+)
Contract sent, awaiting signature.
How to Build Pipeline
- Outbound prospecting: Cold email, cold calling, LinkedIn outreach
- Inbound marketing: SEO, content marketing, paid ads
- Referrals: Customer referrals, partner referrals
- Events: Trade shows, webinars, conferences
- Account expansion: Upsells, cross-sells, renewals
Common Pipeline Mistakes
- Sandbagging: Underreporting deals to look conservative
- Happy ears: Overweighting probability based on hope
- Stale pipeline: Not cleaning out old, dead opportunities
- Single-threaded: Deals with only one champion
- No close dates: Opportunities without specific timelines
Need Help Building Your Pipeline?
Our team books qualified meetings directly on your calendar. You focus on closing deals, we focus on filling your pipeline.
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