The complete pipeline coverage calculation on ten open deals small enough to check by hand: the deals by stage and value, the team's historical conversion by stage at this point in the quarter, the face value, the weighted value, the slip counts and the slip adjustment, the remaining target, coverage three ways, the needed multiple, and the deal list that explains the gap, so a reader can reproduce every figure and then run it on their own snapshot.
Pipeline coverage is a sum times a rate over a target, and the rate is the part that goes wrong. On ten deals the whole calculation can be checked by hand. This page works it: face, weighted, slip-adjusted, three coverages, and the deal list behind the gap.
| Deal | Stage | Value | Slip count |
|---|---|---|---|
| 1 | Verbal | $120,000 | 0 |
| 2 | Negotiation | $180,000 | 1 |
| 3 | Negotiation | $90,000 | 3 |
| 4 | Proposal | $150,000 | 0 |
| 5 | Proposal | $110,000 | 2 |
| 6 | Proposal | $60,000 | 0 |
| 7 | Discovery | $200,000 | 0 |
| 8 | Discovery | $160,000 | 0 |
| 9 | Discovery | $130,000 | 4 |
| 10 | Discovery | $100,000 | 0 |
| Face value | $1,300,000 |
| Stage | Historical conversion | Range over four quarters |
|---|---|---|
| Verbal | 85% | 78 to 92 |
| Negotiation | 68% | 61 to 74 |
| Proposal | 42% | 35 to 48 |
| Discovery | 11% | 6 to 16 |
| Any stage, slipped 2+ | 16% | 9 to 22 |
| Deal | Value | Rate | Weighted |
|---|---|---|---|
| 1 | 120,000 | 85% | 102,000 |
| 2 | 180,000 | 68% | 122,400 |
| 3 | 90,000 | 68% | 61,200 |
| 4 | 150,000 | 42% | 63,000 |
| 5 | 110,000 | 42% | 46,200 |
| 6 | 60,000 | 42% | 25,200 |
| 7 | 200,000 | 11% | 22,000 |
| 8 | 160,000 | 11% | 17,600 |
| 9 | 130,000 | 11% | 14,300 |
| 10 | 100,000 | 11% | 11,000 |
| Total | $484,900 |
Deals 3, 5 and 9 have slipped two or more times. Their rate becomes 16 percent.
| Deal | Weighted | Slip-adjusted |
|---|---|---|
| 3 | 61,200 | 14,400 |
| 5 | 46,200 | 17,600 |
| 9 | 14,300 | 20,800 |
| Others | 363,200 | 363,200 |
| Total | 484,900 | $416,000 |
Deal 9's adjusted weight is higher than its discovery weight; the slip rate is applied as stated, and the report shows both.
Remaining target: $400,000.
Face coverage = 1,300,000 ÷ 400,000 = 3.25× Weighted coverage = 484,900 ÷ 400,000 = 1.21× Slip-adjusted coverage = 416,000 ÷ 400,000 = 1.04× Needed multiple on weighted terms = 1.0; on face terms = 1 ÷ (484,900 ÷ 1,300,000) = 2.7×
Face says three times covered. Slip-adjusted says just covered, with no margin.
| Concern | Deals | Value at face | What they are worth |
|---|---|---|---|
| Discovery-stage value counted at face | 7, 8, 9, 10 | $590,000 | $64,900 weighted |
| Slipped twice or more | 3, 5, 9 | $330,000 | $52,800 adjusted |
Two thirds of the face value is in discovery or slipping. The rep's week is deals 4 and 6, the proposals that have not slipped, and creating pipeline for next quarter.
Σ deals' face = $1,300,000 = snapshot total every deal in one stage with one slip count
Face value as coverage. 3.25 times; the quarter is missed.
CRM probabilities. Discovery at 25 percent in the CRM doubles the weighted figure.
Slips ignored. $69,000 of weighted value on deals that keep moving.
Rates from one quarter. The discovery rate ranges 6 to 16; one quarter could be either end.
The same columns per deal, rates per stage from the team's own snapshots and outcomes, per rep and region. Covirage runs it on the weekly pipeline export. The pipeline coverage guide covers deriving the rates, and the pipeline table reading guide covers reading the result at scale.
From the team's own past quarters: the share of pipeline value in each stage at week four that closed won by quarter end. Not from the CRM's stage probabilities, which someone set in a workshop. Four quarters is the floor; the range is shown.
One, because weighted value is already the expected close. On face value, the needed multiple is one over the blended conversion, here about 2.6. Both are shown; the weighted figure is the one to read.
A deal that has slipped twice or more closes, at this team, at 16 percent whatever its stage. Its weight is replaced by that rate. The difference between weighted and slip-adjusted is the value the forecast carries on deals that keep moving.