How To Calculate Pipeline Coverage in Ultipro | Arithmix

Calculating pipeline coverage is an important step in any sales process. It helps sales teams to understand how much potential revenue is in their pipeline and how much they need to close to meet their targets. In this article, we will discuss what pipeline coverage is, when it is valuable to calculate it, and how to calculate it in Ultipro.

What Is Pipeline Coverage?

Pipeline coverage is a metric that measures the amount of potential revenue in a sales pipeline compared to the sales team's target. It is usually expressed as a ratio, such as 3:1 or 2:1. For example, if a sales team has a target of $1 million and their pipeline has $3 million worth of potential deals, their pipeline coverage ratio would be 3:1.

Pipeline coverage is a useful metric because it helps sales teams to understand how much potential revenue they have in their pipeline and how much they need to close to meet their targets. It also helps sales managers to identify potential issues in the sales process, such as a lack of qualified leads or a long sales cycle.

When Is It Valuable To Calculate Pipeline Coverage?

It is valuable to calculate pipeline coverage at regular intervals, such as weekly or monthly. This allows sales teams to track their progress towards their targets and make adjustments to their sales process if necessary. It is also valuable to calculate pipeline coverage when making strategic decisions, such as setting sales targets or allocating resources.

Pipeline coverage is particularly valuable for sales teams that have a long sales cycle or a large number of potential deals in their pipeline. It helps them to prioritize their efforts and focus on the deals that are most likely to close.

How to Calculate Pipeline Coverage in Ultipro

Calculating pipeline coverage in Ultipro is a simple process. First, you need to determine your sales team's target for the period you are measuring. This could be a monthly, quarterly, or annual target.

Next, you need to determine the total potential revenue in your sales pipeline. This can be done by adding up the value of all the deals in your pipeline that are still open. You can do this manually or by using a CRM tool that integrates with Ultipro.

Once you have these two numbers, you can calculate your pipeline coverage ratio by dividing the total potential revenue in your pipeline by your sales team's target. For example, if your sales team's target is $1 million and your pipeline has $3 million worth of potential deals, your pipeline coverage ratio would be 3:1.

It is important to note that pipeline coverage is just one metric that sales teams should use to track their progress. It should be used in conjunction with other metrics, such as win rate and average deal size, to get a complete picture of your sales performance.

In conclusion, calculating pipeline coverage is an important step in any sales process. It helps sales teams to understand how much potential revenue is in their pipeline and how much they need to close to meet their targets. By following the steps outlined in this article, you can easily calculate pipeline coverage in Ultipro and use it to improve your sales performance.

How Do You Calculate Pipeline Coverage in Ultipro

Ultipro itself isn’t naturally geared towards letting you calculate complex metrics like Pipeline Coverage. As an alternative, teams typically use products like Arithmix to import data from Ultipro and build out dashboards.

What is Arithmix?

Arithmix is the next generation spreadsheet - a collaborative, web-based platform for working with numbers that’s powerful yet easy to use. With Arithmix you can import data from systems like Ultipro, combine it with data from other systems, and create calculations like Pipeline Coverage.

In Arithmix, data is organized into Tables and referenced by name, not by cell location like a spreadsheet, simplifying calculation creation. Data and calculations can be shared with others and re-used like building blocks, vastly streamlining analysis, model building, and reporting in a highly scalable and easy to maintain platform. Data can be edited, categorized (by dimensions) and freely pivoted. Calculations are automatically copied across a dimension - eliminating copy and paste of formulas.

Arithmix is fully collaborative, giving your entire team access to your numbers and the ability to work together seamlessly.

Calculating Pipeline Coverage in Arithmix

Calculating metrics like Pipeline Coverage is simple in Arithmix. Once you've created your free account, you’ll be able to import your Ultipro data, and use it to create natural language formulas for metrics like Pipeline Coverage.

Arithmix is designed to give you the power to build any calculations you want on top of your Ultipro data, while also being easy to use and collaborate on. You can share your dashboards with users inside and outside of your organisation, making it easy to empower your whole team.