Metric
Pipeline Coverage
Total pipeline value divided by quota — the standard health check for sales forecasts.
Pipeline coverage = pipeline value / quota. Coverage of 3x means you have three times your quota in open pipeline. For B2B SaaS with ~30% close rate, 3-4x is the minimum to reliably hit quota.
RevOps uses pipeline coverage as a weekly forecast check. When coverage drops below threshold, marketing needs to deliver more leads or sales needs to work harder on existing opportunities.