Analysis / Sales pipeline and forecasting
Calculate pipeline coverage against sales targets
Use Proforma to calculate pipeline coverage against sales targets. Produce pipeline coverage table and coverage gaps by owner from your business data.
Sales leader · Revenue operations manager
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Your starting prompt.
Calculate pipeline coverage for [quarter] by territory and sales owner. Compare qualified open pipeline with the remaining target after closed-won bookings, using the supplied stage inclusion rules. Show coverage by stage, deal size and expected close month, with large-deal concentration visible. Flag missing amounts and close dates separately, and do not treat the coverage ratio as a probability of hitting target.
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Method and review
Keep the assumptions visible.
Use a dated pipeline snapshot and stage history. State the target period and probability method, and distinguish expected pipeline from committed revenue.
For this task, check
Coverage depends on the stage definition and does not account for conversion unless modeled explicitly.
Before you begin
- Uploaded exports or permitted Data covering the listed inputs
Work with permitted files or queryable data. Verify the result against the original records.
Synthetic illustrative example
See the method in practice.
Synthetic input. Illustrative output checked locally; this is not a live Proforma run or customer result. Qualified stages and the quarter are fixed by policy; all included deals have amounts and close dates. Values are USD.
These invented records explain the method. They are not a recorded Proforma run.
| Territory | Target / won | Qualified open | Included deals |
|---|---|---|---|
| North | $200,000 / $50,000 | $300,000 | 3 |
| West | $100,000 / $100,000 | $80,000 | 2 |
| South | $120,000 / $20,000 | $0 | 0 |
| Territory | Remaining target | Coverage | Included deals |
|---|---|---|---|
| North | $150,000 | 2.0× | 3 |
| West | $0 | Target already met | 2 |
| South | $100,000 | 0.0× | 0 |
Method
Remaining target = max(target − closed-won bookings, 0). Coverage = qualified open pipeline / positive remaining target. Count deals separately; a large amount in three deals has different concentration from the same amount in many deals.
What the result tells you
North has 2.0× coverage across only three deals; South has no included open deals. West's target is met, so a denominator-zero ratio is not reported. Coverage is not a win probability.
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