How to Calculate Pipeline Coverage
Pipeline coverage measures the amount of pipeline you have, relative to your quota for a given period of time. To measure this metric, you take your total pipeline for a period, and divide by your quota for that same time period.
For example, if a rep has $500,000 of pipeline for Q2 and their quota for Q2 is $125,000, then their pipeline coverage is $500,000 / $125,000 = 4.0x. This rep has a 4x pipeline coverage.
To measure pipeline coverage with Salesforce data,
sum up the amount from all of the open opportunities a rep has, which have a close date in the period you are measuring. Then divide that by the rep’s quota for that same period.
To measure pipeline coverage with HubSpot CRM data,
first sum the amount from all of the open deals a rep has, which have a close date in the period you are measuring. Then divide that by the rep’s quota for that same period.
Sales Rep Scorecards calculate pipeline coverage automatically,
and can measure it by sales rep, by account, or any other breakdown. Check out Sales Rep Scorecards to see how you can track pipeline coverage by sales rep automatically. Sales Rep Scorecards integrate pipeline data from your CRM, and also allow you to upload quota data, so measuring it along with the forecast coverage is simple.
Schedule a free Data-driven Sales Assessment for Pipeline Coverage
Want help with tracking your pipeline coverage and other sales KPIs? Schedule a free assessment with a data-driven sales expert from the Rekener team. We will help identify places where you can automate tracking of key metrics like Pipeline Coverage, and recommend other metrics that you can use to monitor and improve the performance of your sales team.
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Greg is COO and Co-Founder at Rekener. Greg’s career has been focused on using data to grow recurring revenue businesses. Before joining Rekener, he served as VP of Operations at ZeroTurnaround, where he built its strategy and operations practice, ran customer success and renewals, helped to grow and coach its high-velocity sales organization, and optimize its marketing efforts. Prior to that, he ran the BizOps and marketing functions for the AVOKE call center analytics business, a SaaS company within BBN Technologies. He got his start using data to improve sales and marketing efforts while at AppNeta. Greg is also a member of the Revenue Collective.
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