How much pipeline do I need?

Roughly the gap divided by your win rate, which for most teams is three to five times the gap in raw pipeline value.

Businesssales

Sales Quota Attainment Calculator

Quota attainment against pace, with pipeline coverage of the gap. Coverage weighted by win rate is the honest measure, and raw pipeline of three times the gap is the conventional minimum.

Also called: quota attainment calculator, pipeline coverage.

Quota attainment

35%

35% of quota with 7 months left. You are behind pace: pace says ₹50,00,000 by now. Pipeline of 95,00,000 at a 22% win rate is worth ₹20,90,000, which falls short of the remaining gap, so more pipeline is needed.

Still to close

₹78,00,000

Where pace says you should be

₹50,00,000

Pipeline weighted by win rate

₹20,90,000

Pipeline coverage of the gap

1.22

Required each remaining month

₹11,14,286

Months remaining

Against pace

behind pace

Whether pipeline covers it

falls short of the remaining gap, so more pipeline is needed.

How this is calculated

Method and background

How this is calculated

Attainment against elapsed time shows whether you are ahead or behind pace. The gap that matters is what remains, and pipeline covers it only after weighting by the historical win rate. A common error is comparing raw pipeline to the gap: at a twenty percent win rate, pipeline equal to the gap closes a fifth of it. The rule of thumb of three times coverage exists precisely because win rates are well under a third.

weighted pipeline against the remaining gap; three times raw coverage is the usual rule

w: Win rate

Worked examples

Each of these is asserted on every build. If a change to the engine ever moved one of these answers, the build would fail before the page could print it.

five months in and behind

Annual quota: ₹1,20,00,000
Closed so far: ₹42,00,000
Months elapsed: 5
Open pipeline: ₹95,00,000
Historical win rate: 22%

Quota attainment35%

42 lakh of 1.2 crore, against 5 crore of pace

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quota already met

Annual quota: ₹1,20,00,000
Closed so far: ₹1,20,00,000
Months elapsed: 5
Open pipeline: ₹95,00,000
Historical win rate: 22%

Quota attainment100%

boundary

Open this example

Method and limits

What it assumes

A flat quota spread evenly across the year.

What it deliberately does not model

Seasonal businesses should not use a flat pace.
Historical win rates on a small sample are unreliable.

Formula version 1.0.0 · definition 1.0.0 · India · Report a problem with this calculator

Frequently asked questions

How much pipeline do I need?: Roughly the gap divided by your win rate, which for most teams is three to five times the gap in raw pipeline value.