mbfinotti/sales-skills

sales-pipeline-coverage-modeling

Models how much pipeline a team needs relative to quota - coverage ratios derived from win rates (raw multiplier, stage-weighted, conversion-inversion), segment-level coverage targets, in-quarter timing and the point of no return, seasonality indexing, and pipeline-gap math that turns a ratio into new-pipeline-required. A macro modeling exercise for sales leadership and RevOps, covering B2B and high-velocity/B2C motions. Use whenever the user mentions pipeline coverage, 3x pipeline, a pipeline gap, forecast shortfall, or "we missed quota with 4x coverage", even without the word coverage. Do NOT use for deriving the quota itself (mbfinotti/sales-skills@sales-quota-setting) or inspecting one deal (mbfinotti/sales-skills@deal-red-flags).