// RevOps

Pipeline Coverage

Open pipeline in a period divided by the quota for that period. The health check every RevOps team runs on Mondays.

In depth

Rule of thumb: 3x pipeline coverage entering a quarter for a mature sales org, 4–5x for a young one or one with a longer sales cycle. Below 2.5x and the quarter is in trouble regardless of what the forecast says.

Related terms

Forecast

The bookings number leadership commits to the board for the current period, a range, a confidence, and the judgment behind it.

Win Rate

% of qualified opportunities that close-won in a period.

Sales Cycle

Median days from opportunity created to close-won.

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