Know if you have enough at-bats for next quarter.
“Do we have enough at-bats for next quarter, or are we going to find out too late?”
Forward-looking coverage math per channel and per rep, so you see the gaps before they cost you the number.
What this skill does
This skill answers the top-of-funnel coverage question: do you have enough at-bats to hit next quarter's number, and where are the gaps? It reads your CRM and a product-analytics tool, runs forward-looking coverage math per channel and per rep, ranks the hottest accounts to work, builds a daily prioritized account drop with a named owner per account, and surfaces the segments you are under-prospecting. It is built for the person who runs the pipeline review, not the person who works a single lead.
Inputs
- Works today with: your open pipeline by channel and owner, plus the period target. Paste it or upload a CSV.
- More powerful connected to a CRM: accounts, owners, channel attribution, and forecasted value, live.
- More powerful connected to a product-analytics tool: powers the product channel and the new-user signal.
- Sharper with an account-fit score and a hiring or firmographic signal source: better ranking and the "why now" line.
How it works
- 11. Classify every account by channel. Read the channel field and group accounts into your channels.
- Run forward-looking coverage math per channel. Project the pipeline needed to hit the period target using win rate and cycle time, then compare projected against needed. Output a covered-percentage and a health flag (healthy, under, over) per channel.
- Score account engagement velocity per rep. Count accounts engaged in a trailing window using your activity sources, weighted by recency, against book size.
- Rank hot accounts. A composite of recent signal, account-fit score, and product engagement.
- Detect the new-user signal. Flag accounts showing fresh active users as a distinct work item.
- Surface under-prospected segments. Cross fit score against coverage. Name the gap as segment plus channel, with target and current percentages.
- Build the daily drop. Top N prioritized accounts, each with a recommended owner and a one-line "why now."
- Compute the coverage gap. Target, current projection, dollar gap, and the math to close it. End with the single point of leverage.
Output format
TEAM PIPELINE COVERAGE · Period target: 1.8M new revenue
Per-channel coverage:
INBOUND: 890K projected vs 900K needed · 99% covered · HEALTHY
OUTBOUND: 310K projected vs 720K needed · 43% covered · UNDER
PRODUCT: 202K projected vs 180K needed · 112% covered · OVER
THE DAILY DROP, Monday
1. Account One Recent funding + sales hiring spike Owner: Rep A Fit 87
2. Account Two Cost-consolidation trigger Owner: Rep C Fit 73
3. Trial Account 3 active users, 1 power user Owner: Rep B Fit 68
Under-prospected segments:
- Mid-market, Outbound: 22% of target, 8% current coverage
- Existing accounts with new-user signups in last 30d: 12 ignored
Coverage gap math:
Needs 1.8M. Current projection 1.4M (gap 400K).
To close: 18 more opps at avg 22K + 60% win rate = 30 more meetings.
Leverage point: Rep C plus the outbound segment.
Tips
- Coverage math is forward-looking. It projects pipeline needed for the next period, not just open opps.
- The daily drop names a recommended owner, with the account fact that justifies the routing.
- Under-prospected surfacing is segment plus channel, with target and current percentages.
- Fail loud on missing fields. Never invent a field name or definition.
Get a straight verdict on every open deal.
Healthy, slipping, stuck, or dead. Checks real activity, whether the rep qualified it, and whether the deal is multi-threaded.
Walk into any deal review knowing what is actually known.
Two reads on one deal: is the forecast real, and what the conversations actually say, structured on your qualification framework with a stage-vs-reality check.