3X is really a win rate
Everybody plans to 3X. Almost nobody asks why.
3X is just a 33% win rate wearing a nicer shirt. Win a third of qualified pipeline and 3X covers the number.
If you win 20%, you need 5X. If you win half, you need 2X. Planning to 3X with a 20% win rate is hopium with a spreadsheet.
The other slippery word is qualified. Count the pipeline you'd defend when somebody starts asking about the customer, money, power, path and why now. The rest is just stuff in the CRM.
Do the math
Take your qualified win rate for the last four quarters and divide one by it. That's your coverage number. Then count only the pipeline you'd defend in a review.
Try it
Pipeline Check does both in about a minute, and shows the 3X line and yours on the same bar.
Try it