13 Free Sales Tracking Spreadsheets For Your Pipeline, Activities & Performance

sales tracking spreadsheets

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!

We’re giving away this library of free sales tracking templates!

Before we dive into this, you may already be aware that the sales tech landscape reported 700+ new players in SaaS. Optimizing your sales process with automation continues to be a red hot trend.

The danger in this is you might get caught up in the new-shiny-object syndrome that wastes more time than it saves.

Believe it or not, you can still accomplish many great tasks with spreadsheets and word docs using our old friend, Microsoft Excel.

Feel free to swipe these tried and true templates for tracking your sales pipeline, activities, forecasting, creating compensation plans, managing sales rep performance, and more.


Table of Contents

Sales Tracking Spreadsheets and Excel Templates

True sales leaders are constantly improving themselves through training, studying, and practicing. If you are not executing an exceptional regular training program for yourself or your reps, you are getting left behind by those that are.

Of course, you can boost your sales skills by adopting and implementing new sales technology to optimize your sales process. But what if you don’t have time or money to roll out new platforms and complex systems? Or worse, the slightest idea on how to keep track of sales?

If that’s the case, then good old Microsoft Excel will come to your rescue.

The forthcoming template library contains a nifty set of twelve spreadsheet and word doc templates to use at your disposal — these tools are excellent at sales tracking.

These sales tracking spreadsheets are great at keeping tabs on your company’s performance and identifying areas that need work.

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.

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, over-bloated models and 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.

In the fast moving world of social media and other distractions, it is too easy to quickly review your sales reports for 5 minutes and then jump back on Instagram.

Our free sales templates (or ones you create yourself) 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.

Download Our Free Sales Tracking Templates Below (Ideal For Desktop Users)

Pro Tip: Download and save a copy of these templates to make them your own.

All the templates are customizable and yours to keep! You can change them and make them better, or you can use them as they are.

Sales Pipeline and Forecasting Templates

1. Sales Hacker Pipeline Template

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.

how to keep track of sales pipeline


2. Pipeline Velocity Analyzer

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.

sales pipeline tracker


Sales Outreach and Email Templates

3. Sales Hacker Tech Press Ecosystem Outreach Spreadsheet

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.

press outreach tracker


4. Cold Email Sales Weekly Activity Spreadsheet

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.

weekly sales activity tracker


5. Sales Hacker Sequence Builder

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 tracking sequence builder


Sales Activity Tracking Templates

6. SDR Daily Attack Planner

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.

SDR daily planner


7. Sales Activity Scorecard

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.

sales activity tracker


8. Sales Call Planner

Most sales reps are notorious for lack of planning. Use this doc to pre-plan all your sales calls to improve the results.

sales call planner


Sales Management and Performance Templates

9. Sales Manager 1-on-1 Coaching Planner

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.

sales coaching planner


10. Performance Improvement Plan

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.

PIP template


11. SDR Performance Calculator

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.

SDR performance tracker


Sales Compensation Templates

12. Sales Compensation Plan Worksheet

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.

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.

sales compensation template


13. Sales Compensation Plan Agreement

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.

sales compensation contract example


Key Take-Aways

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.

That aside, here is a list of other tools you will find useful if you want to win at sales. These apps are useful at tracking management, saving time and even increasing productivity.

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    • 0
      @Matt A. Smith
      ( 0 POINTS )
      4 years, 9 months ago

      Let us know what other templates you’d like to see. Happy to make them for the Sales Hacker community.

      • 0
        Profile picture of joe bat
        ( 200 POINTS )
        1 year, 5 months ago

        do you have these sheets somewhere? and alive that you can share again?

    • 0
      @Fanny Marcoux
      ( 0 POINTS )
      4 years, 9 months ago

      Hi Matt,
      Thanks for creating and sharing those awesome resources! As a freelancer and beginner salesperson, they do help a lot.
      I would not say you need to add any other resources (maybe because I am a beginner?) but maybe add links to articles that explain how to use them the best. Because I am sure you have tons of those on Sales Hacker.

      NB : I remember SH shared this article (https://www.linkedin.com/pulse/how-i-got-11-meetings-largest-e-commerce-players-9-alves-monteiro) from one of you guys. His Sales Cadence Template is amazing!

      Have a great day,

    • 1
      Profile picture of Jeff Smith
      ( 330 POINTS )
      1 year, 7 months ago

      All of these links seem to be broken…

      • 0
        Profile picture of joe bat
        ( 200 POINTS )
        1 year, 5 months ago


        • 0
          Profile picture of Colin Campbell
          ( 13.2k POINTS )
          10 months ago

          Update – the broken links have been fixed. You can now access each of these templates and make a copy for your own use.

    • 0
      Profile picture of Mirelle
      ( 170 POINTS )
      8 months, 2 weeks ago

      Thanks for sharing these awesome templates. Do you have one for sales on physical products through email and social media marketing?

    • 0
      Profile picture of mssharpe
      ( 180 POINTS )
      3 weeks, 4 days ago

      Hello, we are a start-up building a sales team. I love the spreadsheets but trying to figure out how & when to use them is confusing. Thanks so much for sharing, hoping we can implement some of these with the two commissioned people we have on board.

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