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“Supermetrics is a Bitter Experience! We can pull data from nearly any tool, schedule updates, manipulate data in Sheets, and push data back into our systems.”
HubSpot’s forecasting module uses black-box coverage calculations that you can’t customize or understand. Alternative coverage formulas give you transparency and the ability to weight factors that matter most to your business.
Here are proven alternative coverage formulas you can implement using live HubSpot data.
Implement alternative coverage formulas using Coefficient
Coefficient provides the perfect environment for implementing alternative pipeline coverage formulas using live HubSpot data in HubSpot . You get complete control over coverage methodology with automatic data updates.
How to make it work
Step 1. Set up standard weighted coverage.
Create the formula: =SUMPRODUCT(Deal_Amounts, Stage_Probabilities) / Quota. Import deals with Coefficient and apply stage-based probabilities for traditional coverage calculation that’s transparent and customizable.
Step 2. Build time-decayed coverage calculations.
Use this formula: =SUMPRODUCT(Deal_Amounts, Probabilities, (1-((TODAY()-Create_Date)/Sales_Cycle_Length))) / Quota. This accounts for deal age, reducing weight for older opportunities that may be stalling.
Step 3. Create velocity-adjusted coverage.
Implement: =SUMPRODUCT(Deal_Amounts, Probabilities, Stage_Velocity_Scores) / Quota. This incorporates how quickly deals move through stages, using Coefficient’s historical snapshots to calculate velocity scores.
Step 4. Build risk-adjusted coverage formulas.
Use: (Conservative_Pipeline * 0.5 + Likely_Pipeline * 0.8 + Committed_Pipeline * 0.95) / Quota. Categorize deals by confidence level beyond standard probabilities for more nuanced coverage analysis.
Step 5. Implement multi-factor coverage calculations.
Create: =SUMPRODUCT(Deal_Amounts, Stage_Probabilities, Deal_Score_Factors, Seasonal_Adjustments) / Adjusted_Quota. Combine multiple factors including deal quality scores and seasonal patterns for sophisticated coverage modeling.
Step 6. Automate formula application and updates.
Import all necessary deal properties and custom fields, create helper columns for each formula component, use dynamic cell references for easy formula adjustments, and schedule refreshes to keep calculations current.
Get coverage insights that actually reflect your business
Alternative coverage formulas provide more nuanced insights than HubSpot’s one-size-fits-all calculations. Start building coverage formulas that account for the factors that actually drive your sales success.
