Sales Pipeline Coverage Calculator

Reviewed by Abhinash J

Published: April 11, 2023

A sales pipeline coverage calculator is a tool used to measure the effectiveness of a sales team by measuring the amount of potential revenue in their pipeline against their sales targets.

By using this tool, businesses can track their sales progress and identify areas for improvement, allowing them to adjust their sales strategies accordingly and increase their chances of success in the competitive market.

Total Value of Opportunities in Pipeline

Combined potential value of all current sales opportunities in a business's pipeline

Sales Target

Specific revenue goal set for a defined period of time

Win Rate

Percentage of sales opportunities that result in closed deals
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What is Sales Pipeline Coverage? 

Sales pipeline coverage refers to the measurement of the potential revenue a sales team has in their pipeline compared to their sales targets. It is the ratio between the total value of opportunities in the sales pipeline and the sales target. It helps businesses to track their sales progress and identify areas for improvement. 

Sales pipeline coverage is a critical metric for measuring the effectiveness of a sales team, and it is widely used in the B2B market to assess sales performance.

How to Calculate Sales Pipeline Coverage? 

A sales pipeline coverage calculator can be created using the following steps:

  • Determine your sales target for the period you want to measure.
  • Calculate your average deal size by adding up the total value of closed deals and dividing it by the number of closed deals.
  • Estimate your win rate percentage by dividing the number of closed deals by the number of opportunities in your pipeline.
  • Calculate the total value of opportunities in your pipeline by adding up the value of all open deals.
  • Use the following formula to calculate your sales pipeline coverage:
Sales Pipeline Coverage =  [ (Total Value of Opportunities in the Pipeline * Win Rate) /( Sales Target)]
Sales Pipeline Coverage Formula

For example, if your sales target is $100,000, your average deal size is $10,000, your win rate is 25%, and the total value of opportunities in your pipeline is $50,000, the calculation would be:

Sales Pipeline Coverage = ($500,000 * 25%) / ($50,000) = 2.5x

This means that your sales team has a pipeline that is 50% of the size needed to achieve the sales target.

Why Is Calculating Sales Pipeline Coverage Important? 

Sales pipeline coverage gives your sales team a picture of how potential deals add up to their revenue targets. Managers often check this metric early in the current sales period or for the upcoming quarter. It can alert managers to take any necessary actions required to ensure the quotas are met. 

This tool helps sales managers and executives to make data-driven decisions and adjust their sales strategies for the best outcomes. By monitoring their sales pipeline coverage, businesses can identify trends, forecast revenue, and make informed decisions about resource allocation, sales forecasting, and other critical business areas.

3 Tips to Improve Sales Pipeline Coverage Ratio

Here are three ways you can aim to improve your sales pipeline coverage. 

#1: Qualify Leads Effectively 

Not all leads are equal, and it's essential to prioritize leads that are more likely to result in a sale. By qualifying leads effectively, businesses can focus their efforts on opportunities that are most likely to convert, which can help increase their win rate and improve their sales pipeline coverage ratio.

#2: Build a Strong Sales Pipeline

Having a well-built sales pipeline based on your buyer's journey is crucial. Once that is defined, you can start identifying your opportunities at each stage and increase the chance of conversions. 

#3: Develop Your Sales Team Skills

Despite having enough leads in your pipeline, it largely depends on your sales team's efficiency at closing leads. That's why you should aim to continuously analyze your rep's performance and provide training to strengthen their skills further.

Free Resource

Sales Pipeline Coverage Calculator

Use this Excel/Google Sheet template to analyse your sales pipeline and determine the coverage ratio for your sales team with our sales pipeline coverage calculator.

Frequently Asked Questions

What is sales pipeline coverage?

Sales pipeline coverage refers to the amount of pipeline you have compared with your sales target. Organisations use this formula to calculate sales pipeline coverage:

Sales Pipeline Coverage = (Total Value of Opportunities in Pipeline) / (Sales Target / Average Deal Size / Win Rate)

What is average deal size in sales pipeline coverage ratio?

It refers to the average value of opportunities in a sales pipeline. It is calculated by dividing the total value of opportunities in the pipeline by the number of opportunities.

How much pipeline coverage do you actually need?

Most sales leaders feel 3x is an ideal sales pipeline coverage ratio as not all prospects will end up as customers. However, there's no one-size-fits-all; a good pipeline coverage ratio largely depends on factors like win rates, velocity, and conversion ratio.

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