Ensure your team has enough pipeline to hit quarterly targets — and take action if coverage is insufficient.
Pipeline coverage is the most important leading indicator of whether your team will hit its quarterly target. If coverage falls below the industry standard of 3x, you are at risk of missing the quarter.
Clari shows you coverage metrics in real-time, allowing you to identify gaps early and take action before it's too late. This guide walks you through reading the coverage dashboard, interpreting the risk threshold, and mobilizing your team to close the gap.
Produce a leadership-ready revenue intelligence report combining pipeline, forecast, win rates, and deal health — replacing manual Excel reports.
Surface gaps between what reps commit and what Clari's AI predicts — and coach reps on the underlying issues.
Use Clari data to prepare for your weekly 1-on-1 — grounded in real pipeline insights, not gut feel.
Go to Analytics > Pipeline in Clari.
Review the pipeline coverage metrics: total open pipeline value for deals closing this quarter, target for the quarter, current closed amount, and required close rate to hit target.
If the pipeline coverage ratio is below 2.5x (i.e. you need to close more than 40% of all open pipeline to hit target), this is a risk.
Identify which reps have the thinnest pipeline and work with them to add new opportunities this week.
Also review with Marketing whether campaign spend can be increased to generate more inbound leads.
Scenario: You are a sales manager at [hypothetical company] reviewing pipeline coverage mid-quarter. Step 1: You open Analytics > Pipeline and see: - Total open pipeline: $[X]M - Quarterly target: $[Y]K - Current closed: $[Z]K - Remaining target: $[W]K Step 1: Calculate coverage ratio: $[X]M ÷ $[W]K = [ratio]x Step 3: Since [ratio]x is below 2.5x, you need to close more than 40% of open pipeline to hit target. This is a risk. Step 2: You drill down and find that [rep name] has thin pipeline. You schedule a meeting to identify new prospects. Step 3: You meet with [marketing contact] to discuss increasing campaign spend to generate additional leads.
Identify deals where only one contact at the customer company is engaged — a high-risk situation that needs immediate attention.
Identify deals that have been pushed back repeatedly — classic phantom deals that are unlikely to close.