How much pipeline do you need to hit your number?
Enter your quota and conversion rates. You get the pipeline you need, the gap from where you are today, and the weekly activity that closes it.
To close the rest of your quota you need
$0in pipeline
Your weekly plan
| Activity | Per week | Per day | Total |
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The funnel behind the gap
New pipeline you still need to create, traced back to outreach. Bars are drawn to scale.
The role presets are example numbers to show how the calculator works, not industry benchmarks. Replace them with your own figures from your CRM. Your inputs stay in your browser and are never sent to us.
How the calculator works
It runs your sales funnel in reverse. Instead of asking how much revenue your activity will produce, it starts with the revenue you still owe and works back to the activity that produces it.
- Quota left to close. Your quota minus what you've already closed won.
- Pipeline needed. Quota left divided by your win rate.
pipeline needed = quota left ÷ win rate - Coverage ratio. 1 divided by your win rate. This is the multiple of your remaining quota you need sitting in open pipeline.
- The gap. Pipeline needed minus your open pipeline today. If it's zero or less, you're covered.
- New opportunities. The gap divided by your average deal size.
- Meetings, conversations, and touches. Each step divides by the conversion rate above it: opportunities ÷ meeting-to-opportunity rate, meetings ÷ conversation-to-meeting rate, and conversations ÷ touch-to-conversation rate.
- Weekly pace. Totals are spread over the weeks left minus your sales cycle, since pipeline created in the last few weeks usually can't close in time.
Here's an example. With $450,000 left to close and a 25% win rate, you need $1.8 million in pipeline, which is 4× coverage. If you have $300,000 open, the gap is $1.5 million. At a $25,000 average deal, that's 60 new opportunities to create.
Where to find your numbers in your CRM
- Win rate: Closed Won opportunities divided by all closed opportunities (Closed Won plus Closed Lost), over the last four quarters.
- Average deal size: total Closed Won amount divided by the number of Closed Won opportunities over the same period.
- Sales cycle: average days from opportunity Created Date to Close Date on won deals.
- Open pipeline: the sum of Amount on open opportunities with a Close Date inside this period.
If your deal sizes vary a lot, use the dollar-weighted win rate (Closed Won amount ÷ total closed amount). The calculator's pipeline math is in dollars, so a dollar-weighted rate gives a more accurate answer.
Frequently asked questions
What is pipeline coverage?
Pipeline coverage is the ratio of your open pipeline to the quota you still need to close. If you have $900,000 in open opportunities and $300,000 left to close, your coverage is 3×.
What is a good pipeline coverage ratio?
3× is the rule of thumb, but the right ratio comes from your own win rate: divide 1 by your win rate. At a 25% win rate you need 4× coverage. At 33% you need about 3×. At 20% you need 5×.
How do I calculate how much pipeline I need?
Take the quota you still need to close and divide it by your win rate. With $450,000 left and a 25% win rate, you need $1.8 million in pipeline. Subtract your current open pipeline to find the gap.
How many calls do I need to make to hit quota?
Work backwards through your funnel. Turn the pipeline gap into new opportunities by dividing by your average deal size, then divide by each conversion rate in turn: meeting to opportunity, conversation to meeting, and outreach touch to conversation. Spread the total across the weeks you have left. The calculator above does all of this for you.
Where do I find my win rate?
Use your own history from your CRM. In Salesforce, divide Closed Won opportunities by all closed opportunities (Closed Won plus Closed Lost) over the last four quarters. Use the dollar-weighted rate if your deal sizes vary a lot.
Why does my sales cycle length matter?
A new opportunity needs time to close. If your sales cycle is 60 days, pipeline you create in the last 8 or 9 weeks of the period probably won't close in time, so the calculator spreads your activity over the weeks that can still produce closed deals.