Sales experts recommend aiming for three times your target revenue in your pipeline to increase your chances of hitting your goal.

Not every deal in the pipeline will close—prospects drop off, change priorities, or face budget cuts.

By building a larger pipeline, you balance out these losses and stay on track to reach your target.

The “3x rule” accounts for the ups and downs of sales, giving you room for deals that might take longer or fall through. It’s a way to stay prepared, keeping your pipeline healthy so you’re not scrambling to meet your quota.