Measure whether your pipeline is big enough to hit quota, using pipeline value, quota, and win rate.
Pipeline Value ($) — Business metric in $. Affects cost, margin, or break-even; validate against recent data. Example: 1000000 $.
Quota ($) — Business metric in $. Affects cost, margin, or break-even; validate against recent data. Example: 400000 $.
Win Rate (%) — Rate as a percentage (%). Determines how quickly interest or growth accrues; even 0.5% changes matter over time. Example: 50 %.
Pipeline Coverage Ratio
1.25
Pipeline Coverage Ratio — Calculated outcome. Derived from your inputs via the displayed formula; use to plan.
Projected Attainment
$500,000.00 $
Projected Attainment — Monetary amount $. Represents cash flow, cost, or value; compare across scenarios.
Quota Attainment
125%
Quota Attainment — Percentage %. Above 0 increases with input; compare to benchmarks or goals.
Required Pipeline
$800,000.00 $
Required Pipeline — Monetary amount $. Represents cash flow, cost, or value; compare across scenarios.
What this means
Applying the win rate to your open pipeline gives the projected revenue you expect to close. Dividing that by the quota shows how well your pipeline covers the target: 1.0 or above means you expect enough to hit quota. The required pipeline row shows what pipeline value you would need at the current win rate to exac...
Pipeline coverage shows how much open pipeline you need to out-quota. The concept: multiply pipeline by win rate to get expected value, and compare that against quota.
Formula
Coverage = (pipeline value × win rate) ÷ quota
Worked examples
FAQ
What is a healthy pipeline coverage ratio?
Many teams target 1.0–2.0 or more depending on win rate and sales-cycle stage. Below 1.0 generally means your expected value is under quota.
Why does required pipeline stay empty at a 0% win rate?
If the win rate is 0%, no finite pipeline amount can ever scale to quota, so no required pipeline value can be computed.