Pipeline Coverage

Everything you need to know about pipeline coverage

Everything You Need to Know About Pipeline Coverage

GREGORY KESHIAN | May 16, 2019

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.