Calculator Inputs
Example Data Table
| Input | Example | What it means |
|---|---|---|
| Quota target | $100,000 | Target revenue for the quarter. |
| Booked / closed to date | $65,000 | Won revenue already recognized in-period. |
| Raw pipeline | $120,000 | Total open opportunities value (unweighted). |
| Win rate | 30% | Expected close rate for remaining opportunities. |
| Average deal size | $15,000 | Used to estimate deal count needed. |
| Days in period / elapsed | 90 / 45 | Used to compute pace and projection. |
Formula Used
- Gap = max(Quota − Booked, 0)
- Attainment% = (Booked ÷ Quota) × 100
- Pace/day = Booked ÷ DaysElapsed
- Required/day = Gap ÷ DaysRemaining
- ProjectedEnd = Booked + (Pace/day × DaysRemaining)
- WeightedPipeline = Σ(StageValue × StageProbability)
- PipelineNeeded = Gap ÷ WinRate (WinRate as decimal)
- CoverageRatio = RawPipeline ÷ Gap
- CoverageTarget = Gap × CoverageGoal
- DealsNeeded = Gap ÷ AvgDealSize
How to Use This Calculator
- Enter your quota target and booked revenue to date.
- Set win rate and average deal size based on history.
- Choose a pipeline source: stages or a manual total.
- Pick raw pipeline for coverage, weighted for forecasts.
- Click Calculate to view results above.
- Use CSV or PDF downloads for sharing and reporting.
Quota gap as a leading indicator
Quota gap is the cleanest signal of whether the pipeline can still mathematically support the target. If quota is 100,000 and booked is 65,000, the remaining gap is 35,000. This calculator keeps the gap non‑negative, so overperformance does not distort planning. Track attainment% alongside gap to understand progress and urgency. A gap shrinking faster than time remaining usually indicates healthy execution, not just luck. Use it in reviews and forecast calls.
Coverage targets and risk bands
Coverage converts the gap into a volume requirement. Coverage ratio equals raw pipeline divided by the gap, for example 120,000 ÷ 35,000 = 3.43x. Many teams use 3x for mid‑market and 4–5x for enterprise, depending on cycle length and competition. The coverage goal setting multiplies the gap to create a target pipeline buffer and shows surplus or deficit. Higher ratios reduce risk when win rates slip.
Stage weighting for forecast accuracy
Stage weighting improves forecast realism by applying probability to each opportunity bucket. Using the example stages, the raw total is 120,000, but weighted value is 48,500 based on stage probabilities. When weighted pipeline is used, the forecast total becomes booked plus expected value, such as 65,000 + 48,500 = 113,500. Compare weighted forecasts to historical accuracy to tune stage probabilities and win‑rate assumptions. Weighted views help prioritize late‑stage follow‑up today.
Pace management across the period
Pace metrics keep the period on track before the quarter ends. Pace per day equals booked divided by days elapsed, then projects end‑of‑period by extending that pace. Required pace divides the remaining gap by days remaining, highlighting the daily booking level needed to finish. If days remaining are low, the required pace may exceed historical capacity, signaling an immediate need for deal acceleration. Set checkpoints at day 15, 30.
Action planning from deal counts
Operational actions become clearer when the gap is expressed as deals and activity. Deals needed equals gap ÷ average deal size; with 35,000 gap and 15,000 average, that is 2.33 deals. Deals per week spreads this requirement across remaining weeks. Use the “required win rate from current pipeline” metric to decide whether to add pipeline, improve qualification, or raise close efficiency. Align outreach, demos, and proposals accordingly.
FAQs
1) What does quota gap represent?
Quota gap is the remaining revenue needed to hit the period target. It is calculated as max(quota − booked, 0), so exceeding quota shows a zero gap instead of a negative number.
2) When should I use raw pipeline versus weighted pipeline?
Use raw pipeline for coverage and volume checks because it reflects total open value. Use weighted pipeline for forecast discussions because it applies stage probability (or win rate) to estimate expected value.
3) How should I choose a win rate?
Start with your trailing 3–6 month close rate for comparable deal types. If you segment by product, region, or rep tenure, use the segment rate. Revisit monthly and adjust when conversion patterns change.
4) What is a good coverage goal?
A common baseline is 3x gap for shorter cycles and higher conversion. Longer enterprise cycles often need 4–5x because slippage and no‑decisions increase. Set the goal, then monitor the coverage surplus/deficit metric.
5) Why do some metrics show “Not available”?
Those results appear when a required divisor is zero, such as win rate of 0% or pipeline of 0. Enter a realistic win rate and pipeline values, or switch to stage mode, to unlock the full set of outputs.
6) How can I use the CSV and PDF downloads?
Use CSV for spreadsheet modeling and leadership rollups. Use PDF for quick sharing in email or CRM notes. Downloads reflect the latest calculated run, so recalculate after changing inputs to keep exports consistent.