Sales / RevOps
Pipeline Coverage
How many dollars of open pipeline you are carrying for each dollar of target.
The fork, why two teams get different numbers
Both the numerator and the denominator fork. Numerator: ALL open pipeline, or
only qualified-stage pipeline, or only forecast-categorized pipeline. Denominator:
the FULL quota, or the gap-to-goal (quota minus what has already closed this
period). Sales leaders tend to quote all-pipeline over full-quota (the biggest,
most reassuring ratio); RevOps quotes qualified-pipeline over gap-to-goal (the
honest one). Same team, same day, coverage of 3.2× or 1.2×.
The trap
The "3× rule" is meaningless without stating both halves.
In the Metric Library
- The full trap, worked on a real export
- Every formula variant, spelled out
- The reconciliation anchor, what to tie it to and when to refuse
Reference: RevOps convention (no standards body)