Pipeline Coverage Calculator

Calculate exactly how much qualified pipeline you need to hit your revenue targets. Based on real sales data and timing considerations.

Your Numbers

Pipeline Coverage Needed
4.0x
Basic coverage ratio (deals needed ÷ win rate)
Timing-Adjusted Pipeline
$2,000,000
Accounts for sales cycle vs. timeframe
Quality-Weighted Pipeline
A-Grade (100% weight): $800,000
B-Grade (75% weight): $933,333
C-Grade (50% weight): $1,000,000
Total Weighted: $2,733,333
Monthly Targets
Pipeline Generation: $166,667
Revenue Target: $83,333

Understanding Quality-Weighted Pipeline

Traditional pipeline reporting treats all deals equally. Reality? A deal with confirmed budget has vastly different close probability than an early-stage conversation. This quality weighting system is based on established sales qualification frameworks and extensive B2B sales research.

A-Grade Pipeline (100% Weight)

Budget confirmed and allocated
Defined timeline for purchase
Decision-makers identified and engaged
Technical requirements validated
Active competitive evaluation

B-Grade Pipeline (75% Weight)

Budget range discussed but not allocated
General timeline exists but flexible
Key influencers engaged, some decision-makers met
Technical fit likely but not fully confirmed
Evaluation phase but could delay

C-Grade Pipeline (50% Weight)

Budget mentioned but not confirmed
Loose timeline ("sometime next year")
Single-threaded relationship
Early technical discussions
High "no decision" risk

Calculation Example

Company reports $1M total pipeline:

$400K A-grade × 100% = $400K weighted
$400K B-grade × 75% = $300K weighted
$200K C-grade × 50% = $100K weighted
Total Weighted Pipeline: $800K (not $1M!)

Key Insights

Quality Matters: A-grade pipeline (confirmed budget, timeline, decision-makers) counts at 100%, while early-stage deals should be weighted lower.
Timing Adjustment: If your sales cycle is longer than half your target timeframe, you need 50% more pipeline to account for deals that won't close in time.
Multi-Threading: Research shows multi-threaded deals win 480% more often. Factor this into your pipeline quality scoring.
Monthly Tracking: Break down annual targets into monthly pipeline generation goals to maintain steady progress.

Research Foundation: This calculator was developed after analyzing multiple industry studies. The quality weighting percentages and timing adjustments are based on research from Gong, UserGems, Salesforce, and other B2B sales research organizations, as well as established sales qualification frameworks like BANT, MEDDIC, and SPICED. Always do your own research and adjust these benchmarks based on your specific industry and sales process.