Pipeline Coverage Ratio
Ratio of sales pipeline value to sales quota
FORMULA
Pipeline Coverage Ratio = Total Pipeline Value / Sales Quota
Alternate Calculations
By Stage
Sum of (Weighted Opportunities × Close Probability by Stage) / QuotaWhat is Pipeline Coverage Ratio?
Pipeline Coverage Ratio measures how much pipeline value is needed relative to sales targets. A ratio above 3x is typically considered healthy, indicating enough opportunities to hit quota even with normal win rates and attrition.
This metric helps forecast sales capacity and identify when pipeline needs to be filled. Low ratios indicate risk of missing quotas.
Chart
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4,200,000pipeline · JunPipeline Coverage Ratio
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Sample Data
| month | pipeline | quota | ratio |
|---|---|---|---|
| Jan | 3,000,000 | 800,000 | 3.75 |
| Feb | 3,200,000 | 800,000 | 4 |
| Mar | 2,800,000 | 800,000 | 3.5 |
| Apr | 3,500,000 | 1,000,000 | 3.5 |
| May | 3,800,000 | 1,000,000 | 3.8 |
| Jun | 4,200,000 | 1,000,000 | 4.2 |
Required Data Columns
Total Pipeline ValueSales Quota