Pipeline coverage

Open pipeline divided by the revenue target for the period. The number a Head of Sales checks before anything else.

If the team closes a third of what it works, hitting the quarter needs three times the target in pipeline: 3x coverage. Less than that and the quarter is already lost, whatever the reps say in the forecast call.

Coverage is what outbound is for. Every meeting booked in January is coverage for April, which is why the SDR team's slow month is felt by the AEs a quarter later.