Definition How much value is in the sales pipeline compared with the sales target.
Example A €3m pipeline against a €1m target gives 3x pipeline coverage.
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Why it matters It shows whether there is enough opportunity to hit the sales target.
Where it is used Sales forecasts and quarterly planning.
How to calculate it Pipeline value ÷ sales target
Worked example A €3m pipeline against a €1m target gives 3x pipeline coverage.
