Pipeline Math That Works
Capacity × Conversion × Coverage is the model. Keep it honest and easy to update.
Capacity: seats × productive time. Use realistic ramp curves and subtract meetings and admin time.
Conversion: stage-to-stage percentages anchored in actuals, not hope. Improve with targeted experiments.
Coverage: opportunities per rep by segment. Aim for 3–4× coverage at the stage where forecasts start.
Keep the model in a shared sheet and review weekly. When the math breaks, you’ve found the next enablement priority.