Free tool
Pipeline Coverage Calculator
Is there enough in your pipeline to hit your revenue target?
Calculate your gap and see when you will feel it.
How it works
Enter your numbers. Your revenue target for the quarter or year, your average deal value, your win rate, your sales cycle and the unweighted sum of your open pipeline. Every default is adjustable and every tooltip explains why it is there.
Read your coverage. The tool calculates how much pipeline you need (revenue target divided by win rate, the honest version of the familiar 3x-4x rule of thumb), puts your coverage and your pipeline sufficiency side by side and shows your gap in euros and in deals.
See the timing. Your sales cycle makes pipeline shortages visible months too late. The tool shows the last start date on which new pipeline can still land this period, and calculates the monthly pipeline growth you need, including for the next period when the deadline has already passed. Download the report with your email address.
What is behind the numbers
No magic constants. Required pipeline is your revenue target divided by your win rate: at a 25 to 33% win rate that is exactly the 3x to 4x coverage sales teams use as a rule of thumb. The calculation applies a count-based win rate to value and therefore assumes won deals are on average as large as the rest of your pipeline. A rule of thumb, not a law.
You enter your pipeline unweighted on purpose: the win rate does the weighting here. Weighted input would count the win rate twice. Stage-weighted modelling is deliberately left out of this version: giving every stage its own probability is false precision without account data.
The timing uses your end date minus your sales cycle and an average month of 30.44 days. The calculation also counts your full open pipeline towards this period; opportunities that only just opened close, on average, partly after your end date, so with a young pipeline the sufficiency figure errs on the optimistic side. All outcomes are estimates based on your input: replace the defaults with your own CRM data for a realistic picture.
FAQ
What is pipeline coverage?
Coverage is your open pipeline divided by your revenue target, as a multiple. The familiar rule of thumb says 3x to 4x, which is simply 1 divided by a win rate of 25 to 33%. This tool also shows your pipeline sufficiency: your pipeline against what you actually need at your win rate. Below 100% there is a gap.
Why do I enter my pipeline unweighted?
Because the win rate already does the probability weighting in this calculation. If you enter a weighted pipeline, you count that win rate twice and your gap looks bigger than it is. So simply add up all open opportunity values, without stage percentages.
My deadline has already passed. Now what?
That is exactly the point of the tool: with a quarterly target and a 90-day sales cycle, the start deadline has often already passed. New pipeline you start today then lands, on average, after this period. The remaining gap has to come out of your existing pipeline, through a higher win rate or a faster cycle, and the tool immediately calculates the monthly pipeline growth you need for the next period.
Is the tool free and do I need an account?
Free, no account. Your coverage, your pipeline sufficiency, your gap and the timing are all freely visible. Only the printable PDF report requires your email address.
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Seeing the gap is the start.
Closing it takes choices in win rate, sales cycle and budget. That is what I help B2B teams with.