Pipeline coverage compares open pipeline to the quota target. Learn the 3x rule and where coverage sits in a KPI tree.
Pipeline Coverage Ratio is Open Pipeline Value ÷ Quota for the period. The widely used benchmark is 3x, derived from a typical 33% win rate. In a sales KPI tree, coverage is a leading indicator that predicts whether bookings targets are mathematically achievable: a 2x coverage with a 25% win rate makes the quarter very unlikely regardless of effort.