Pipeline coverage calculator

This pipeline coverage calculator shows how much open pipeline you need to hit a revenue target, the coverage ratio that implies for your win rate and sales cycle, and how far your current pipeline is from it. Enter your own numbers to get your results.

Your targets

The starting values are examples chosen to make the math easy to follow. They are not benchmarks. Use your own CRM numbers.

Revenue target for the periodQuota or revenue goal for the period below.

Revenue win rateShare of pipeline value you win, not share of deals.

Average sales cycleDays from opportunity created to closed.

Length of the period90 for a quarter, 365 for a year.

Current open pipelineValue of open opportunities today.

Results

Pipeline needed: n/a
Required coverage ratio: n/a
Gap from current pipeline: n/a
Your current coverage: n/a
Simple rule (1 / win rate): n/a
Pipeline turns in the period: n/a

Your inputs are saved only in this page address, so you can bookmark or share them. Nothing is stored anywhere else.

How much pipeline do you need to hit quota?

Divide your revenue target by your revenue win rate, then by how many times pipeline turns over in the period, which Salesforce calculates from sales cycle length. At an example $300,000 target, 25% win rate, 60-day cycle and 90-day quarter, you need $800,000 of pipeline, about 2.7 times the target.

Is 3x pipeline coverage the right number?

Only by coincidence. Salesforce points out that the 3x rule "works only when your win rate is exactly 33% and your sales cycle is exactly one year." On that basis a 10% win rate needs about 10x coverage and a 50% win rate about 2x. Shorter cycles need less open pipeline at once.

Why use revenue win rate instead of deal win rate?

Because coverage is measured in dollars. If you win many small deals and lose the large ones, your deal win rate looks better than the share of pipeline value you actually close. Salesforce's formula calls for the average revenue win rate for that reason.

What if my sales cycle is longer than the period?

Pipeline created during the period will mostly close after it, so it cannot turn over within the period. The calculator then treats turns as 1 and plans from 1 divided by win rate, which is the coverage you need on deals already open and due to close in the period.

The formula

pipeline turns = max(1, period days / sales cycle days)

pipeline needed = target / revenue win rate / pipeline turns

required coverage = pipeline needed / target

current coverage = current pipeline / target

gap = pipeline needed - current pipeline

Coverage ratios are shown to one decimal place. Money results are rounded to whole dollars.

Frequently asked questions

Where do I find my revenue win rate?

In your CRM, divide the value of closed-won opportunities by the value of all opportunities closed (won plus lost) over the same period. Use a long enough window to smooth out one large deal.

Should pipeline include early-stage opportunities?

Use the same definition your win rate is based on. If your win rate counts every opportunity from creation, include early stages. If it only counts qualified opportunities, count only those.

How does this connect to outbound?

The gap is how much new pipeline you still need. Divide it by your average deal size for the number of new opportunities, then work back to meetings and contacts with the pipeline math calculator.

Does this calculator store my numbers?

No. The math runs in your browser. Your inputs are written into the page address so you can bookmark or share them. Nothing is sent to a server, and the site uses no cookies or trackers.

Sources

Salesforce: Pipeline coverage. Coverage formula, revenue win rate, and the limits of the 3x rule.

Checked October 25, 2026.