Free tools/SaaS
Pipeline coverage calculator
What a revenue target asks for in deals, opportunities and open pipeline, and how many new opportunities you must create each month to close it in time.
By Marián Cabadaj·Free, no sign-up
How to use the result
Start from the date, not the target
Pipeline created after the cut-off closes too late to count. The timing line shows how much you must create each month from now.
Improve the win rate first
Halving the win rate doubles the opportunities you need. Coverage only changes what you report.
Check it every month
Run it again with real numbers as the quarter goes on. The gap becomes visible months before the target is missed.
How this tool works
The calculator divides your new ARR target by your average deal size to get the deals you must win. It divides those deals by your win rate to get the opportunities you must open. Open pipeline is the target multiplied by your coverage ratio.
The timing line takes one sales cycle off the months you have left, at 30 days to a month. An opportunity created after that point closes too late to count, so the opportunities you need are spread over the months before it. If the cycle is longer than the time left, the tool shows how many months late the plan already is.
Coverage is a planning convention, not a published benchmark, so it is an input. Every number on the page is yours, and the maths runs in your browser.
Deal size, win rate and coverage are your numbers. Coverage is a planning convention rather than a published benchmark, which is why it is an input here and not a figure we assert. For context on how hard the target is: The Bridge Group found 48% of reps hitting quota, down from 51%, with more companies below 30% attainment than in any prior edition.
The guide behind this tool: SaaS Software Sales: How to Build a Pipeline That Actually Converts
Runs in your browser. Nothing is sent anywhere and nothing is stored.