Pipeline coverage is a ratio, and a ratio can be flattered by what sits in the numerator. Deals that have stopped moving still count until someone closes them out.
Split the pipeline by age
Ask how much of the pipeline has been open for more than 90 days. Then ask how many deals of that age have ever closed. If the answer is very few, that part of the pipeline is not coverage.
How many deals in your pipeline have been open for more than 90 days, and how many of those close?
Rebuild coverage without the old deals
- Remove deals past the age that rarely closes.
- Recalculate coverage against the same target.
- Compare the result with the coverage management quoted.
The gap between the two numbers is the size of the story being told.