You can track pipeline coverage for every level of your hierarchy that has a bookings goal to help determine if you have enough pipeline to reach your bookings goals and see how your entire org, team or individuals' pipelines are progressing.

Once you've created a pipeline coverage goal, you can create a plethora of reports to view pipeline coverage in different ways. Maybe that's a headline report for leadership to view the progress of your entire org at a glance, or it's a graph that shows leadership and management year over year or quarter over quarter pipeline coverage for teams. This article will help you create a Pipeline Coverage Goal and build a report that conveys pipeline coverage and attainment by rep.

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Creating a Pipeline Coverage Goal

Creating a Pipeline Coverage by Rep Report

Pipeline Coverage Goal

If you already have a Bookings Goal, click here. If you do not, click here.

Creating a Pipeline Coverage Goal from an existing Bookings Goal

Your pipeline coverage goal will be very similar to your existing bookings goal, so we'll save time by copying and editing the existing goal rather than starting from scratch.

1. Click here to access your goals, or manually navigate to Settings > Goals, then select your desired bookings goal, then click Copy.

    

   

    

2. A new goal editor will open with the same title as the original followed by Copy (eg, Bookings Goal Copy), change the name to fit your needs (eg, Pipeline Coverage Goal).

    

3. In the Attainment Filter section, be sure you are excluding closed lost opportunities.

    

   

    

4. Click Save.

Creating a Pipeline Coverage Goal from scratch

If you do not have an existing bookings goal created:

1. Visit Creating Goals to learn how to create a goal from scratch. You can create a bookings goal following the example in that article if you need one anyway, then create a pipeline coverage goal using that new bookings goal. If you don't need a bookings goal, you can simply create the pipeline creation goal but be sure to see the next step when you reach the Attainment Filter section.

2. In the Attainment Filter section, ensure any filters that indicate closed and/or won are changed to include open pipeline and exclude closed pipeline. For example, below the "Is Closed" filter is set to false.

    

   

    

3. Save the new pipeline coverage goal.

Pipeline Coverage by Rep Report

Now that you've established a pipeline coverage goal, we'll create a report to inspect that data.

Use this article to create a Goal by Person Report with these configurations in mind:

• In the Goal Configuration section:

  • When you Configure the Time Axis > Select Goal, be sure to select the desired pipeline coverage goal

     

• In the Visualization section

  • Select Bar Chart with Goals (we recommend using the Grid default view, but if you use the bar chart, you can hover over each bar for more data)

  • We recommend you add a report summary that includes the following:

     

    Percent Attained = Pipeline Coverage

    Ideal Coverage* is (enter your ideal pipeline coverage here)

     

  • You can also include a Total Team Coverage variable by clicking the + button and selecting Attainment Percent in the summary to automatically calculate total attainment % to see how your team is progressing as a whole.

     

    

     

*Your Ideal Pipeline Coverage is the sum of your opportunities compared your goal. For example, if your goal is $500,00 and you have $500,00 of pipeline, you have 1X pipeline coverage, which means you'd have to close on every dollar to reach your goal. However, if you have $2 million of pipeline, you'd have 4x pipeline coverage, or 400% coverage, where closing 25% of your deals would get you to your revenue goal.

Having your Ideal Pipeline Coverage listed on the report gives you a better idea of how your reps are progressing through their open pipeline.

If you run into any issues, please contact support.