Do you want to learn how to keep track of sales and grow your pipeline more efficiently with sales tracking spreadsheets and Excel templates?
You’re in luck!
Use these tried and true free sales tracking templates for tracking your sales pipeline, activities, forecasting, creating compensation plans, managing sales rep performance, and more.
New to pipeline? Check out my comprehensive article: Sales Pipeline Management 101: Definition and Best Practices 📚
Table of contents
- How to get the most out of your sales tracking templates
- Sales Pipeline and Forecasting Templates
- Sales Outreach and Email Templates
- Sales Activity Tracking Templates
- Sales Management and Performance Templates
- Sales Compensation Templates
- Key takeaways
How to get the most out of your sales tracking templates
With so many amazing sales tools available today, sales practitioners no longer need complex, bloated spreadsheets.
However, we do recommend maintaining a certain level of manual reporting, sales tracking, and documenting in order to deeply immerse yourself in the task at hand.
These are not complicated models that will take you weeks to figure out. These are basic Excel spreadsheets and docs that any sales leader or rep can use to improve their sales process immediately.
Our free sales tracking spreadsheets will help you plan your sales programs with more confidence, using data and outcomes over your gut. These spreadsheets are excellent sales goal trackers and help you stay focused and committed to your objectives.
Watch: Best practices for managing your pipeline
13 free downloadable sales tracking spreadsheets and Excel templates (ideal for desktop users)
Pro tip: Download and save a copy of these templates to make them your own!
Sales pipeline and forecasting templates
A basic pipeline tracker spreadsheet to help you get a 10,000-foot view of your pipeline for each quarter. You can even use it to generate your sales forecast, and adjust the weighting by the probability of each stage in the sales funnel.
Pro tip: There are 5 key stages of the sales pipeline. 📚
Pipeline velocity is the mother of all sales metrics. Use this spreadsheet to further understand how small changes in your pipeline variables can impact your results.
Pro tip: Check out the 7 top causes of pipeline stagnation 📚 — and how to fix them.
Sales Outreach and Email Templates
Securing press is hard. Sales skills and outreach are an essential part of the process. This sheet provides a detailed overview of the tech-focused press outlets you need to secure coverage on to ensure your PR efforts are successful.
If cold email is the main activity in your prospecting efforts, you need dedicated sheets to track the sales email system. This basic sheet should help you build the foundation for this tracking.
Having a defined sales sequence is a major key for breaking into your target accounts. A consistent process makes the sequence execution easier. Use this sheet to build your dream sales sequence.
Sales Activity Tracking Templates
Make your SDR’s fill out this doc daily to help them organize their daily plan of attack. This helps them structure their outbound activities and think through the desired outcomes for the day.
Pro tip: SDRs don’t need to bear the pipeline burden alone. Learn why Outreach started asking AEs to source 30% of pipeline. 📚
You need to forecast your activity levels on a quarterly, monthly, and weekly basis to drive consistent outcomes. You can control your activity; therefore, you should use this sheet to help manage them.
Most sales reps are notorious for lack of planning. Use this doc to pre-plan all your sales calls to improve the results.
Pro tip: Make sure your reps know these 12 discovery call questions to help prioritize your pipeline. 📚
Sales Management and Performance Templates
Coaching and managing sales reps is the highest leverage activity in the sales organization. Use this doc to get the most out of your weekly meetings.
Pro tip: Learn how to conduct killer pipeline reviews 📚 with your team.
Sales is hard. Many reps won’t make the cut. A PIP can help kick them into gear. Aside from the Performance Improvement Plan, sales representatives can implement tips from sales books. These books are guaranteed to make you a better salesperson, a better leader and a person in general.
It can be tricky to attribute revenue to SDRs, and to set goals that ensure your CAC stays reasonably low. You can use this calculator and spreadsheet template to determine the right goals for your SDR and calculate how impactful their performance is on your top line revenue.
Sales Compensation Templates
Your compensation model affects your ability to attract top talent and influences the performance of your entire sales team. Build (or re-build) a sales comp plan from the ground up by following this 8-step template that takes you from determining seniority levels and OTE to modeling future compensation and commissions.
A good compensation plan should be easy to implement and should benefit the involved parties. It should also be an incentive to employees while motivating them to meet the set goals for your organization.
You need a formal way to communicate your compensation plan to your reps, and to ensure you get the mutual commitment to the plan on paper. This template gives you a simple starting point and documents your comp plan in a way that’s easy to understand.
Any salesperson worth their salt knows among the keys to success in business is tracking their performance. These sales tracking spreadsheets are an excellent way to manage and evaluate your business. These templates teach salespeople how to keep track of sales, sales management and even sales performance evaluation.
The sales pipeline and forecasting templates are a great way of estimating the incoming profit to your company, and are also used for critical decision making such as budgeting and hiring.
Looking for more on pipeline? Check out this episode of the Sales Hacker podcast: