Sales Rep Scorecards
Pipeline coverage is a ratio used by sales managers to measure how much pipeline they have, compared to how much quota they need to close. It's calculated by dividing your open pipeline by how much quota you have to close. General rule of thumb is to have 3x to 4x pipeline coverage. This means you want to have 3 to 4 times more pipeline than quota.
Last night while attending a Red Sox game I found myself staring at one of the scoreboards looking at stats. They really didn’t help me drive any meaningful insights. Steve Pearce was at the plate with runners on base and I wanted to know: what are the chances he knocks one over the monster and gives the Sox the lead.
The scoreboard was showing that Steve Pearce in night games has 87 home runs. At first glance this seemed like a useful data point. It's a night game, Steve Pearce is batting and I know how many home runs he has hit in the past.