Calculator Inputs
Example Data Table
This sample mirrors the default values shown in the calculator.
| Item | Example Value | Notes |
|---|---|---|
| Revenue Target | $500,000.00 | Total quota for the period. |
| Closed-Won Revenue | $125,000.00 | Revenue already booked. |
| Average Deal Size | $25,000.00 | Used for estimated deals needed. |
| Overall Win Rate | 30.00% | Used to estimate required pipeline. |
| Qualification Stage | $150,000.00 at 15% | Weighted value = $22,500.00 |
| Discovery Stage | $125,000.00 at 30% | Weighted value = $37,500.00 |
| Proposal Stage | $110,000.00 at 50% | Weighted value = $55,000.00 |
| Negotiation Stage | $80,000.00 at 70% | Weighted value = $56,000.00 |
| Commit Stage | $60,000.00 at 90% | Weighted value = $54,000.00 |
Formula Used
Actual Pipeline = Sum of all open stage amounts.
Weighted Pipeline = Sum of each stage amount × stage probability.
Remaining Target = Revenue Target − Closed-Won Revenue.
Gross Coverage Ratio = Actual Pipeline ÷ Revenue Target.
Remaining Coverage Ratio = Actual Pipeline ÷ Remaining Target.
Weighted Coverage Ratio = Weighted Pipeline ÷ Remaining Target.
Required Pipeline = Remaining Target ÷ Overall Win Rate.
Pipeline Gap = Required Pipeline − Actual Pipeline, not below zero.
Deals Needed = Pipeline Gap ÷ Average Deal Size, rounded up.
Forecast Revenue = Closed-Won Revenue + Weighted Pipeline.
Pace Ratio = Closed-Won Revenue ÷ Time-Based Target To Date.
How to Use This Calculator
Enter your total quota, current closed-won revenue, average deal size, period length, elapsed days, and overall win rate first.
Next, fill in the open pipeline amount and expected close probability for each sales stage. These stage probabilities build the weighted forecast.
Click Calculate Coverage. The page will display results above the form, show the stage graph, and provide export buttons.
Use remaining coverage, weighted coverage, forecast attainment, and pace ratio together before making hiring, pipeline generation, or target decisions.
FAQs
1. What is pipeline coverage ratio?
Pipeline coverage ratio compares open pipeline value against quota. Teams often review full-target coverage and remaining-target coverage to judge whether pipeline depth can realistically support revenue goals.
2. Why is weighted pipeline important?
Weighted pipeline discounts each deal by its probability. That gives a more realistic forecast than raw pipeline totals, especially when many opportunities still sit in early stages.
3. What is a healthy coverage benchmark?
Many teams use 3x as a starting benchmark, but the right level depends on win rate, deal size consistency, sales cycle length, and stage accuracy. Lower win rates usually require deeper coverage.
4. Should I use full quota or remaining quota?
Use both. Full quota shows total pipeline strength. Remaining quota is better for in-period management because it reflects revenue still needed after already closed business.
5. Why can a high pipeline still miss target?
Raw pipeline may be inflated by early-stage deals, poor qualification, or inaccurate probabilities. Weighted coverage and pace ratio help expose these issues earlier.
6. How are deals needed estimated?
The calculator divides the pipeline gap by average deal size and rounds up. It is a directional estimate, so large variation in deal values can reduce precision.
7. What does pace ratio show?
Pace ratio compares booked revenue to the time-based target expected by this point in the period. It helps reveal whether execution is ahead, on track, or behind schedule.
8. Can this help with forecasting meetings?
Yes. It brings pipeline depth, weighted revenue, target gap, and timing into one view. That makes forecast reviews faster and supports clearer coaching, hiring, and demand generation decisions.