How much pipeline you need to hit a number — given win rate, deal size, and sales cycle. Use it for capacity planning and quota setting.
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.
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.
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.
Nautis connects your numbers, fundraising, team and goals in one AI-native workspace — beyond a single calculator.
