The Pipeline Health Metrics Dashboard Every RevOps Team Needs

Your pipeline is not just a list of open deals - it is a living system with measurable vital signs. Yet most RevOps teams still rely on a single top-line number (total pipeline value) to assess health. That is like diagnosing a patient by checking only their weight. A comprehensive pipeline health dashboard gives you the diagnostic power to spot problems early, forecast accurately, and coach reps with precision.

The Five Essential Pipeline Health Metrics¶

Every pipeline dashboard should track these five interconnected metrics. Together, they provide a complete picture of pipeline quality, not just quantity.

Coverage Ratio: Quantity with Context¶

The coverage ratio answers a simple question: do we have enough pipeline to hit our number? The formula is straightforward:

Coverage Ratio = Total Open Pipeline / Quota Target

A team with $2.4M in open pipeline against a $800K quarterly quota has 3x coverage. But raw coverage is misleading without segmentation. Break it down by:

• Stage: Early-stage pipe (Discovery, Qualification) vs. late-stage pipe (Proposal, Negotiation)
• Age: Fresh pipeline created this quarter vs. pipeline carried over from prior quarters
• Segment: Enterprise deals vs. mid-market vs. SMB

Pro tip: Stale pipeline inflates coverage ratios. Exclude any deal that has not had a next step updated in 30+ days from your “real” coverage calculation.

Pipeline Velocity: The Speed of Revenue¶

Pipeline velocity combines four variables into a single revenue-speed metric:

Velocity = (Number of Opportunities x Win Rate x Average Deal Value) / Average Sales Cycle Length (days)

For example, if your team has 80 qualified opportunities, a 22% win rate, a $45K average deal size, and a 62-day average sales cycle:

Velocity = (80 x 0.22 x $45,000) / 62 = $12,774 per day

Track velocity weekly to spot deceleration before it hits your forecast. A declining velocity with stable pipeline coverage signals deteriorating deal quality.

Stage Conversion Rates: Where Deals Die¶

Map conversion rates between every stage transition. A healthy six-stage funnel might look like this:

When a single stage conversion drops more than 10 percentage points below its trailing 90-day average, investigate immediately. Common culprits include a new competitor entering deals at that stage, insufficient sales enablement material, or a pricing mismatch.

Deal Aging: The Silent Pipeline Killer¶

Calculate the median days-in-stage for won deals, then flag any open deal exceeding 1.5x that median. For example, if won deals spend a median of 14 days in the Proposal stage, any deal sitting in Proposal for 21+ days deserves attention.

Build an aging report with three categories:

• On track: Below median stage duration
• Watch: Between 1x and 1.5x median
• At risk: Above 1.5x median

Weighted Pipeline: A Better Forecast Input¶

Weighted pipeline multiplies each deal’s value by its stage-based close probability. A $100K deal in Negotiation (70% probability) contributes $70K of weighted pipeline. Sum all weighted values for a more realistic forecast input than raw pipeline.

Weighted Pipeline = Sum of (Deal Value x Stage Probability)

Calibrate your stage probabilities quarterly by comparing predicted probabilities against actual outcomes. Most teams over-estimate early-stage probabilities by 15-25%.

Key Takeaways¶

• Track all five metrics together - no single metric tells the full story of pipeline health
• Segment coverage ratios by stage, age, and segment to avoid false confidence from inflated totals
• Pipeline velocity is the single best leading indicator of future revenue performance
• Flag deals exceeding 1.5x the median stage duration as at-risk and require updated next steps
• Recalibrate weighted pipeline stage probabilities quarterly using actual win-rate data