A sales target on its own doesn’t tell you whether you’re actually on track to hit it. Pipeline coverage ratio does — it’s the metric that tells you whether there’s genuinely enough opportunity in the pipeline to reach your revenue goal, not just hope that there is.
- Pipeline coverage ratio compares total pipeline value to your revenue target.
- A healthy ratio is typically around 3–4x your target, accounting for deals that won’t close.
- Too low a ratio means missed targets; too high can mean poor qualification wasting effort.
- A CRM makes tracking this ratio live and automatic, rather than a manual spreadsheet exercise.
- Reviewing coverage regularly catches a shortfall early enough to act on it.
What Is Pipeline Coverage Ratio
Pipeline coverage ratio measures how much open opportunity value exists in your pipeline relative to your sales target. It answers a simple but critical question: if only some of these deals close, is there still enough in the pipeline to hit the number?
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Find out more →How to Calculate It
Add up the value of every open opportunity in the pipeline, then divide it by the revenue target for the period. If your target is £100,000 and you have £350,000 in open pipeline, your coverage ratio is 3.5x.
What’s a Healthy Ratio
Most sales organisations aim for somewhere between 3x and 4x coverage — enough to absorb the deals that stall, get pushed back, or fall through entirely, while still leaving enough genuine opportunity to hit target.
A ratio that looks too healthy can be just as much a warning sign as one that’s too low — it often means deals aren’t being qualified out early enough.
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Find out more →Improving Your Coverage
If coverage is consistently too low, the fix is rarely “work harder” — it’s usually more focused lead generation, better qualification earlier in the funnel, or a longer view of the sales cycle. A CRM makes this ratio visible in real time, rather than something reconstructed manually at the end of each month.
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