SALES-FORECASTING5 MIN READ
Is 3.8x Coverage Actually Healthy?
Evaluate a coverage ratio using win-rate and cycle-time assumptions.
Lena is presenting a Q4 forecast. Coverage is 3.8x target, but weighted pipeline covers only 1.9x and only 62% of the remaining quota sits in deals with a realistic in-quarter path. The room is split between relief and concern.
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