Sales training and coaching · Team foundations
Once this month's deals close, who is left for you to talk to?
A weekly pipeline coverage check compares the value of your open deals with what you still need to sell. From your own sales cycle, win rate and average deal size, it works out how many new opportunities every rep has to open each week. It ends in a prospecting quota per rep.
Scope, fee, reporting and term are agreed in writing after we have read your brief and spoken to you.
In one paragraph
A weekly pipeline coverage check compares the value of your open deals with what you still need to sell. From your own sales cycle, win rate and average deal size, it works out how many new opportunities every rep has to open each week. It ends in a prospecting quota per rep.
A software reseller in Pune closes four orders in the first three weeks and feels relaxed. The fourth week arrives and the sheet shows two deals left, both small. There is no time to build more. The month ends short. Next month starts with an empty list, because nobody prospected while the team was busy closing.
Coverage is the ratio of what is in the pipeline to what you need to close. You find your own multiple from history: what you closed last quarter divided by what was open at the start of it. If you needed three times the target in open deals to hit it, then three is your number. Another firm's number is no use to you.
The sales head runs the check every week and shares the result with the reps and the owner. It looks forward; the month-end pressure check in this section looks back at what shortage did to discounts. Count values excluding GST so that the totals compare to your target on one basis.
Where this sits
Topic 5 of 8 in sales training and coaching: team foundations. The shared definitions a team needs before coaching.
- The topic before
- Objections and closing practice
- The topic after
- Coaching the sales team
If you want this done for you
The target was set in a meeting, not built from what your team can carry.
The work
What this is actually like.
“Count only deals that pass the exit test”
A pipeline of vague yeses looks full and is empty. Count a deal at a stage only if the evidence for that stage exists on file. A tighter count gives a smaller number, and the smaller number is the one that predicts your month.
“The sales cycle sets how early you must act”
If a deal takes six weeks from first meeting to order, a lead created in week three of this month will not pay until next month. Work backwards from the target date to find when new opportunities had to enter.
“Coverage per rep beats coverage for the team”
A team total can look healthy because one rep holds a large deal. Look at each rep's coverage separately. The rep with the thinnest pipeline is the one who will discount first and the one who needs the prospecting quota.
“Prospecting is a calendar block”
Reps who prospect when they have time never have time. Set a fixed block in the week, for example the first hour each morning, and treat it as the part of the job that cannot be moved.
What we do
What you end up with.
The documents this topic produces, what each one is for, and how you know it is finished.
The inputs sheet
Four inputs, each worked out from your own deal records and carrying a date: the monthly target, last quarter's win rate at each stage, the average deal size and the average length of a sales cycle.
Result: Finished when each input has a source you can point to.
The stage value table
Open deals and their values at each stage, counted on one GST basis and filtered by exit criteria.
Result: Finished when the total matches the CRM or sheet without manual adjustment.
The coverage figures
Coverage multiple for the team and for each rep, expected revenue from open deals at your win rates, and the gap to target.
Result: Finished when each rep can see their own coverage number and the gap beside it.
The weekly prospecting quota
The number of new qualified opportunities each rep must create this week to close the gap in time, worked out from win rate and cycle length.
Result: Finished when the quota is a number on a whiteboard or shared sheet, not a verbal target.
The two-month trend line
A short table of coverage week by week across two months.
Result: Finished when you can tell whether the gap is closing or just moving.
Why us
Why owners pick GullySales over an agency.
Marketing and sales, as one job
Most agencies stop at the enquiry. We also fix what happens after it: the reply, the follow-up, the quote and the CRM.
The person on the first call does the work
No account managers in between. You are never handed to someone you have not met.
A baseline before anything starts
Your numbers are written down on day one, so every later report compares against something honest.
The fee in writing, split three ways
Our time, your media spend and production on separate lines. You always see what goes to us.
No guarantees we cannot keep
The term is agreed in writing and never a default twelve months. We never promise a ranking or a lead count, because nobody controls those.
One office, and we say so
Nagarbhavi, Bengaluru. We work across India by call and WhatsApp and travel when a session needs to be in person.
#257, 3rd floor, Sri Nanjundeshwara Complex, Nagarbhavi 8th Block, Outer Ring Road. How we work.
Your brief
Tell us what you need, and we will read it before we call.
Eight short steps about your business, what you want and who decides. Most questions are a tap, and you can skip any you would rather answer on the call.
FAQ
Questions owners ask before they call.
Not here? More answers, or ask on WhatsApp.
What if we have no history to work out a win rate?
Does coverage work for shops with walk-in customers?
How often should we run it?
Who is responsible when coverage is too low?
How much does it cost?
How long is the contract?
How soon will we see results?
What do you need from us?
What if we are not happy with the work?
Where to go next
The work that carries this topic further.
The rest of team foundations
Or read all of sales training and coaching.
Your next practical step
Tell us what you are trying to grow, and we will read it before we call.
Eight short steps, mostly taps. Skip anything you would rather answer on the call.