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Pipeline Coverage Calculator

Compute pipeline coverage ratio and expected bookings from pipeline and win rate.

Pipeline coverage is a simple sanity check: pipeline / quota. If win rate is below 100%, you usually need multiple turns of pipeline to hit quota.

This calculator also converts pipeline into expected bookings using your win rate so you can compare expected output to quota.

Prefer an explanation- Read the guide.
Related definitions:pipelinepipeline coveragequotawin rate
Pipeline coverage: what it is, how to calculate it, and benchmarksSales ops metrics hub: quota, pipeline, win rate, and capacity planningRequired pipeline: how much pipeline (and how many deals) you needQuota attainment: formulas, pacing, and how to forecast safely
 
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Extra pipeline to cover deal slippage/push-outs.
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Tip: you can type commas (e.g., 10,000).

Example

Using the default inputs, the result is:
3x
Quota (period)
$500,000
Pipeline amount
$1,500,000
Win rate
25%
Slippage buffer (optional)
10%

How to calculate

  1. Enter quota for the period and current pipeline amount.
  2. Enter estimated win rate for the same stage definition.
  3. Optionally add a slippage buffer to see coverage targets with push-outs.
  4. Review coverage ratio, expected bookings, and scenario-based pipeline needs.

Formula

Coverage = pipeline / quota; expected bookings = pipeline x win rate; expected attainment = expected bookings / quota
  • Pipeline is for the same time window as quota (e.g., this quarter) and similarly staged.
  • Win rate is applied as an average and assumes stable conversion.

FAQ

What coverage ratio is 'good'-
It depends on win rate and stage quality. A rough rule is coverage ~ 1 / win rate (e.g., 25% win rate implies ~4x coverage), adjusted for deal slippage and timing.
Should I use pipeline value or weighted pipeline-
If you have reliable stage probabilities, weighted pipeline can be more realistic. But many teams start with unweighted pipeline + historical win rate for simplicity.

Common mistakes

  • Using pipeline that includes unqualified deals (inflates coverage).
  • Using a win rate from a different stage definition (SQL vs closed-won).
  • Ignoring sales cycle length and timing (coverage must be time-bound).

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Quick checks

  • Keep time units consistent (monthly vs annual) across inputs and outputs.
  • Segment by cohort/channel/plan before trusting a blended average.
  • Use the related guide to avoid common definition and denominator mismatches.