Everyone says you need 3x pipeline coverage. But that number is made up. Here is how to figure out what you actually need.
Why 3x Is Wrong
The 3x rule assumes a 33% win rate. But win rates vary wildly by segment, product, and sales cycle. A rep with 50% win rate needs 2x. A rep with 20% win rate needs 5x.
Calculate Your Real Number
Required Pipeline = Quota ÷ Win Rate
- $500K quota with 25% win rate = $2M pipeline needed (4x)
- $500K quota with 40% win rate = $1.25M pipeline needed (2.5x)
- $500K quota with 50% win rate = $1M pipeline needed (2x)
Factor In Sales Cycle
If your sales cycle is 90 days, you need that coverage 90 days before quarter end. Pipeline created in month 3 will not close in time.
💡 Pro tip
Track your personal win rate, not the team average. Your pipeline needs are based on YOUR conversion, not someone else's.
Bottom Line
Forget the generic 3x rule. Know your win rate, calculate your real coverage need, and build pipeline early enough to close.
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