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Sales pipeline coverage shows whether current pipeline value is large enough for a revenue target.
The formula is:
Pipeline coverage = pipeline value / revenue target
For example, if your pipeline is $420,000 and the target is $150,000, pipeline coverage is 2.80x.
You can also calculate weighted coverage by applying expected win rate. If the expected win rate is 30%, weighted pipeline is $126,000 and weighted coverage is 0.84x.
Use the Sales Pipeline Coverage Calculator at /tools/sales-pipeline-coverage-calculator, then compare the result with opportunity win rate, pipeline velocity, CAC, and payback period.
How to calculate sales pipeline coverage
Learn the sales pipeline coverage formula and how to compare pipeline value with revenue targets.
The formula is:
Pipeline coverage = pipeline value / revenue target
For example, if your pipeline is $420,000 and the target is $150,000, pipeline coverage is 2.80x.
You can also calculate weighted coverage by applying expected win rate. If the expected win rate is 30%, weighted pipeline is $126,000 and weighted coverage is 0.84x.
Use the Sales Pipeline Coverage Calculator at /tools/sales-pipeline-coverage-calculator, then compare the result with opportunity win rate, pipeline velocity, CAC, and payback period.
Sales Pipeline Coverage
Pipeline Velocity
Win Rate
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Useful tools
Sales Pipeline Coverage Calculator
Calculate pipeline coverage ratio and weighted pipeline coverage against a revenue target.
Sales Pipeline Calculator
Calculate sales pipeline value and weighted pipeline from opportunities, deal size, and win rate.
Pipeline Velocity Calculator
Calculate sales pipeline velocity from opportunities, deal value, win rate, and sales cycle length.
Opportunity Win Rate Calculator
Calculate opportunity win rate from sales opportunities and won deals.
Payback Period Calculator
Calculate customer acquisition payback period from CAC, monthly revenue per customer, and gross margin.
CAC Calculator
Calculate customer acquisition cost from total sales and marketing spend and the number of new customers acquired.