Your pipeline coverage multiple is 4.0x. To hit quota, you need that multiple of pipeline dollars in flight at any time. With a 60-day sales cycle, that means roughly $2.4M of active pipeline.
This calculator works backward from quota: how many qualified opportunities do you need to generate to hit your sales target?
The math: total quota ÷ avg deal size = deals needed. Deals needed ÷ win rate = qualified opportunities. The dollar value of those opportunities is your required pipeline.
Pipeline coverage is the #1 metric sales leaders look at. It's the difference between hitting quota and missing it. Most missed-quota stories trace back to insufficient pipeline 90 days earlier.
Standard rule: at any time, you need 3-4x your quarterly target in active pipeline. This calculator shows what that translates to in opportunity counts and dollars.
70-80% of theoretical capacity, not 100%. Quotas set at full capacity get missed; quotas at 70-80% get hit.
From CRM data, not aspiration. Most early-stage SaaS sales teams have 20-30% win rate from qualified opp to close.
Annual numbers smooth out seasonality. Quarterly view shows whether pipeline is healthy now.