Sales Pipeline Coverage

aka Sales to Quota Ratio

Sales pipeline coverage (SPC) is how full your pipeline is relative to your quota for a given period. This valuable metric provides you with a good overview of your sales team’s performance and acts as an early warning sign if there are any potential threats to your business’ ability to grow. [1] [2] [3] [4] [5] [6] [7]


[1] What Does Your Sales Pipeline Coverage Ratio Reveal About Your Business? https://www.propellercrm.com/blog/sales-pipeline-coverage. Accessed 26 May 2021.

[2] Dess, G.G., and Robinson, R.B. 2007. Measuring organizational performance in the absence of objective measures: The case of the privately-held firm and conglomerate business unit. Strat. Mgmt. J.. https://doi.org/10.1002/smj.4250050306

[3] Murphy, G.B., Trailer, J.W., and Hill, R.C. 2003. Measuring performance in entrepreneurship research. Journal of Business Research. https://doi.org/10.1016/0148-2963(95)00159-x

[4] Sapienza, H.J., Smith, K.G., and Gannon, M.J. 2017. Using Subjective Evaluations of Organizational Performance in Small Business Research. American Journal of Small Business. https://doi.org/10.1177/104225878801200304

[5] Chrisman, J.J., Bauerschmidt, A., and Hofer, C.W. 2018. The Determinants of New Venture Performance: An Extended Model. Entrepreneurship Theory and Practice. https://doi.org/10.1177/104225879802300101

[6] “What Is Your Ideal Sales Pipeline-to-Quota Ratio?” InsightSquared, 3 July 2013, https://www.insightsquared.com/blog/mythbusters-what-is-your-ideal-sales-pipeline-to-quota-ratio/.

[7] “Everything You Need to Know About Pipeline Coverage.” Brainshark, https://www.brainshark.com/node/361981. Accessed 26 May 2021.

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