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 pipeline coverage, 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.
Rekener can calculate pipeline coverage automatically,
and can measure it by sales rep, by account, or any other breakdown. Check out our Sales Rep Scorecard app to see how Rekener can track pipeline coverage by sales rep automatically.
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Greg is COO and Co-Founder at Rekener. Greg’s entire career has been focused on using BizOps to grow recurring revenue businesses. Before joining Rekener, he served as VP of Operations at ZeroTurnaround, where he built its BizOps practice and team. He did the same for the AVOKE call center analytics business, a SaaS company within BBN Technologies. He got his start in BizOps for recurring revenue businesses while at AppNeta.
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