Pipeline Coverage

A ratio comparing the total value of sales opportunities in your pipeline against your sales target for a period. A common healthy figure is three to four times the target.

It tells you whether you have enough potential deals in progress to hit your goal, accounting for the fact that not every opportunity will close.

A founder has a £20,000 monthly target and £70,000 of live opportunities in her pipeline, giving 3.5x coverage, which suggests she is on track even with a typical win rate.