Pipeline coverage calculator: how much pipeline do you need?
Try it: coverage and the pipeline gap
Use your own win rate. A guess here gives a guess back.
Is 3x pipeline coverage enough?
Only if your win rate is about 33%. The coverage you need is one divided by your win rate.
| Win rate | Coverage needed |
|---|---|
| 20% | 5x |
| 25% | 4x |
| 33% | 3x |
| 50% | 2x |
How the calculator works
Coverage is pipeline divided by target. The coverage you need is one divided by your win rate. At a 25% win rate you need 4x. At 50% you need 2x.
Pipeline needed is the target divided by the win rate. The gap is what you need minus what you have.
See inside
Use your own win rate
- Divide closed-won deals by all deals that left the pipeline. Use the last two to four quarters.
- Use the same stage for the pipeline figure each time. Mixing stages moves the answer.
- Work it out for each team if win rates differ.
What to do with the answer
If there is a gap, work back to the meetings needed to fill it. The meetings needed calculator does that from a revenue goal. Then check the rep-level pace on the quota attainment calculator.
Questions
How do you calculate pipeline coverage?
Divide the pipeline by the target. A pipeline of £1,000,000 against a £500,000 target is 2x coverage.
How much pipeline coverage do I need?
One divided by your win rate. At a 25% win rate you need 4x, and at 50% you need 2x.
Which win rate should I use?
Divide closed-won deals by all deals that left the pipeline. Use the last two to four quarters.
Also: SDR capacity planner.
Related guides
SDR meetings needed calculator
Work back from a revenue goal to the meetings your SDRs must hold.
SDR meeting to opportunity rate
The formula, public benchmarks and what to check when it is low.
SDR and BDR KPIs
What to measure, and 2024-2025 benchmarks to sense-check against.
Turn this into a programme you can run
14 Notion modules and 6 working trackers for SDR leaders. KPI library, comp calculator, cadence builder, interview scorecard, tool scorecard and a 90-day roadmap. £29, one payment, plus VAT for UK and EU buyers.
Treat benchmarks as starting points. Tune them to your market, deal size and sales cycle. Every figure shows its source and year.