What is Coverage Gap?
A coverage gap quantifies exactly how much pipeline you are short of what you need. It is the coverage equivalent of gap to goal.
Its fixability is a function of timing: a gap seen early can be filled with new pipeline; the same gap seen late cannot.
Short answer
A coverage gap is the difference between your current qualified pipeline and the coverage required to hit quota after normal loss and slippage. If you need 4 million in pipeline and have 3 million, the coverage gap is 1 million. It is a leading indicator of a likely miss, and catching it early, while there is cycle time to generate pipeline, is what makes it fixable.
Key takeaways
- Shortfall between current and required coverage.
- A leading indicator of a likely miss.
- Quantifies how much pipeline to generate.
- Fixable only if caught early.
Why it matters
A coverage gap warns of a miss weeks before it happens, while there is still time to generate pipeline. Catching it early turns a future miss into a present pipeline-generation target.
How Ardovo handles it
Ardovo computes the coverage gap live from your required and actual pipeline, and Rook flags it early and suggests the accounts and campaigns to close it before the period runs out of cycle time.
Frequently asked questions
What is a coverage gap?
It is the shortfall between your current qualified pipeline and the coverage you need to hit quota after loss and slippage. Needing 4 million and having 3 million is a 1 million coverage gap, a leading indicator of a likely miss.
How do I close a coverage gap?
Generate qualified pipeline through outbound, partner, and inbound sources, reactivate stalled and closed-lost deals, and raise win rate to lower the coverage you need. The earlier you spot the gap, the more of these levers still have time to work.
How is a coverage gap different from gap to goal?
Gap to goal is the shortfall between forecast and target; a coverage gap is the shortfall between current and required pipeline. One measures expected results, the other measures whether you have enough pipeline to produce them.