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Pipeline & funnel
Pipeline coverage
Open pipeline for a period divided by the quota or target for that period. How many dollars of opportunity sit behind each dollar of target.
Owned by: Sales analystTest band: Sales analyst
The formula
Coverage = Open pipeline ÷ Quota
In practice
The right coverage is 1 ÷ win rate, not "3×". A team that wins 20% needs 5× coverage; one that wins 40% needs 2.5×. Coverage of late-stage pipeline is what matters for this quarter.
The kind of thing the test asks
- Open pipeline for the quarter is $3M against a $1M quota. Coverage is…
- The team's win rate is 20%. To be confident of hitting quota, coverage should be about…