Pipeline Coverage
The ratio of the total value of open deals in your pipeline to your sales target for the period. A 3x coverage means three times the pipeline of what you need to close.
Why it matters
Because not every deal closes, you need pipeline well above your target to hit it. Coverage tells you early whether you have enough at-bats to make the number, or need to generate more.
For example
A sales team with a 1 crore quarterly target carries 3 crore of open pipeline, 3x coverage, since only a third of deals typically close.
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Also in Starting Up
See how founders actually handle this on Money, pricing and metrics, part of the Starting Up hub.
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