Sales · pipeline coverage & pacing
Will you hit the quarter — and when would you know?
Six numbers from your CRM. Out comes your projected finish, the real coverage ratio, and the date after which new pipeline can’t save the quarter. A deal that starts today still takes a full cycle to close.
On today’s numbers you finish at $2.36M, 79% of plan. With a 45-day cycle and 40 days left, new pipeline can no longer close this quarter. The gap is locked. The work now is win rate, deal size, and pull-ins.
Coverage ratio
2.2×
open pipeline ÷ remaining quota ($4.20M ÷ $1.90M)
Expected pipeline yield
$1.26M
pipeline × win rate (30%)
Projected finish
$2.36M
closed-won + expected yield
Shortfall
$640K
needs $2.13M more pipeline at your win rate
The math
projected finish = closed-won + (open pipeline × win rate)
pipeline still needed = shortfall ÷ win rate
creation window = days left − sales cycle = 40 − 45 = 0 days
That window is the whole point of daily pacing: a soft week shows up on day 3, not in the QBR, when the cycle math has already decided the quarter.