How to use this calculator
- Enter or choose quota or target for the period.
- Enter or choose closed won so far.
- Enter or choose open pipeline due to close in the period.
- Enter or choose target coverage.
- Enter or choose win rate.
- The pipeline coverage updates as you type. Use Copy result or Share to keep it.
Method
Coverage = Open pipeline ÷ (Quota − Closed won); Needed = (Quota − Closed won) × Target; Break-even coverage = 1 ÷ Win rate
- Open pipeline
- value of open opportunities with close dates in the period
- Target
- coverage ratio you aim for
- Win rate
- share of pipeline value you usually win
Worked example
- Still to close: 1,000,000 − 250,000 = 750,000.
- Coverage = 1,800,000 ÷ 750,000 = 2.4×.
- At 3×: 750,000 × 3 = 2,250,000 needed, a shortfall of 450,000.
- At a 30% win rate, break-even coverage is 1 ÷ 0.30 = 3.33×.
With 750,000 left to close and 1.8 million in pipeline, coverage is 2.4×, below both the 3× target and the 3.33× a 30% win rate needs.
What the result means
Coverage below 1 ÷ win rate means the quota cannot be met from today’s pipeline at normal win rates. Either generate pipeline that can still close in the period or reset expectations early.
Assumptions and limits
- All pipeline counted is due to close within the period.
- Product names such as Salesforce are trademarks of their owners. This calculator is independent, is not affiliated with or endorsed by any CRM vendor, and uses only the figures you enter.
- Use a win rate measured on value if deal sizes vary a lot; count-based win rates can mislead.
- Coverage says nothing about pipeline quality or stage.
Questions
Is 3× pipeline coverage a rule?
It is a common rule of thumb, not a law. The coverage you need is roughly 1 ÷ your win rate, plus a margin for deals that slip into the next period.
Should coverage use total quota or remaining quota?
Remaining quota. Once deals close they leave the pipeline, so dividing by the full quota understates coverage later in the period.