Gain Confidence in Your Predictions
In enterprise software sales, the term "coverage" refers to the ratio of active pipeline to budgeted bookings. It’s often cited as a reassuring metric, e.g., “We have 3-to-1 coverage, so we should be good for the quarter.”
However, reading between the lines, this number exists because we lack confidence in predicting deal outcomes individually. Instead of having a clear process that reveals a prospect’s true and immediate intent, we compensate by overloading the pipeline — essentially hedging against uncertainty. But what does loading up the boat really mean?
Maintaining 3-to-1 coverage demands significantly more sales resources, potentially 1.5x more effort than a more precise 1.5-to-1 coverage ratio. Without an effective system for early disqualification of prospects who aren't on a near-term timeline, sales teams are forced into a brute force approach that ultimately strains both the income statement and valuation.
If you want to confidently communicate to your board and LPs the likelihood of each deal closing within the next 60 days, Pipeline Grader is your solution. It provides precise visibility into where each prospect stands, the probability of closing within your timeframe, and the actions needed to make it happen. We call this objectivity and outcome-driven execution.
If you’re looking for help in reading and managing your sales pipeline, feel free to reach out to Virtual Dave or email dave@moicpartners.com.
Virtual Dave is an AI-based virtual sales support tool trained on 40 years of enterprise software sales experience, available 24/7 to enhance sales process consistency.
