"You need three times coverage" is one of the most repeated rules in sales. It is simple, easy to remember, and easy to misuse.
What coverage actually is
Coverage is the value of your open pipeline divided by the target still to win. That is all. It says nothing about how good the pipeline is.
Why a rule of thumb can mislead
- It depends on your win rate. If you win one in four, you need roughly four times the target in pipeline. If you win one in two, you need far less. The right number is yours, not a rule.
- It depends on time. Pipeline that cannot close before the period ends does not cover anything this period.
- It depends on quality. Deals with no next step, no buyer contact and a moved close date are in the pipeline, but they are not coverage in any useful sense.
- It should be measured against what is left, not the original target.
Four numbers to read alongside it
- Your own win rate, by segment if you can.
- Your sales cycle, so you know what can still close in time.
- Stale and slipping deals, as a share of the total.
- Pipeline created per month, not just pipeline in hand.
The better question
Instead of "do we have 3x?", ask: what would need to be true for the pipeline we have to deliver the number we need, and how much of that do we actually have evidence for?
Coverage tells you how much pipeline you have. It does not tell you how much of it is real.
The Pipeline Coverage and Velocity Calculator shows coverage against what is left, weighted and unweighted, and how much pipeline you still need to create.