A reading guide for a pipeline table by rep and stage: why face value is the column to distrust, why weighted by historical conversion is the one to believe, what the slip count column does to both, how to read stage distribution as a shape rather than a total, the needed multiple against coverage, and the two rows to open, the rep whose weighted coverage is lowest and the rep whose face-to-weighted ratio is highest.
A pipeline table has a face value column that everyone reads and a weighted column that fewer do, and the distance between them is most of what the table has to say. This guide is the reading order for a pipeline table by rep and stage, the columns to trust, and the two rows to open.
| Column | Trust | What it says |
|---|---|---|
| Face value | Low | What the CRM adds up |
| Weighted, historical conversion | High | What the team's own history says will close |
| Face-to-weighted ratio | Context | How early the pipeline is |
| Slip-adjusted weighted | Highest | Weighted, less the deals pushed repeatedly |
| Weighted coverage | The reading | Slip-adjusted weighted ÷ remaining target |
| Needed multiple | The threshold | 1 ÷ conversion at this point in the period |
| Stage shape | Second read | Share of face value by stage |
Needed multiple at this week: 1.4× weighted.
| Rep | Face | Weighted | Ratio | Slip-adjusted | Remaining target | Weighted coverage | Shape |
|---|---|---|---|---|---|---|---|
| R-04 | $1.30m | $0.42m | 3.1 | $0.29m | $400,000 | 0.7× | 70% discovery |
| R-11 | $0.80m | $0.51m | 1.6 | $0.49m | $350,000 | 1.4× | Balanced |
| R-17 | $1.10m | $0.36m | 3.1 | $0.35m | $300,000 | 1.2× | 65% discovery |
| R-22 | $0.60m | $0.44m | 1.4 | $0.30m | $300,000 | 1.0× | 60% negotiation; 4 deals slipped 3+ |
Weighted coverage: R-04 at 0.7 and R-22 at 1.0 are below the multiple.
Ratio: R-04 and R-17 at 3.1 have early pipelines; the face value is next quarter's, if it is anything.
Slip-adjusted: R-22 loses a third of their weighted value to deals slipped three or more times. Hygiene before coverage.
Shape: R-04 is seventy percent discovery; R-22 is sixty percent negotiation with nothing behind it.
Lowest weighted coverage: R-04. The conversation is about pipeline creation, now, for the next period as much as this one.
Highest face-to-weighted ratio: R-04 and R-17 tie. R-17's coverage is nearly there; R-04's is not. R-17's conversation is about moving discovery deals forward.
And a third, from the slip column: R-22, about four deals by name.
Face value read as the pipeline. R-04 looks best.
Weighted at CRM probabilities. Workshop numbers with decimals.
Slip column ignored. R-22 looks covered.
Shape unread. Two reps at the same coverage with opposite problems.
Covirage lays out the pipeline table in this order: weighted coverage, ratio, slip-adjusted, shape, face. The pipeline coverage guide covers how the needed multiple is derived, and the slip count guide covers the column that changes the reading most.
Because it is what the CRM shows and what reps quote, and the reader needs to see it beside the weighted figure to understand why the two differ. It is context for the ratio, not a figure to act on.
A deal that has slipped three times closes at a fraction of its stage's rate. The weighted column can be shown with and without the slip adjustment, and the difference is the value the forecast is carrying on deals that have been pushed repeatedly. A rep whose difference is large has a hygiene finding before a coverage one.
As a shape per rep: the share of face value in each stage. A healthy shape has most value in the middle stages with a tail at each end. A rep whose value is all in discovery has a pipeline that is a quarter away from mattering; one whose value is all in negotiation has nothing behind it.