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!

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

With so many amazing sales tools available today, you don’t need need complex, bloated spreadsheets.

But you do need reporting, sales tracking, and documentation.

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.

These free sales tracking spreadsheets will help you plan your sales programs with more confidence, using data and outcomes over your gut.

Watch: Best practices for managing your pipeline

13 free downloadable sales tracking spreadsheets and Excel templates

Pro tip: Download and save a copy of these templates to make them your own!

Sales pipeline and forecasting templates

1. Sales Hacker pipeline template

This basic pipeline tracker spreadsheet gives you 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. 📚

Downloadable tracking spreadsheets for pipeline management: the Sales Hacker Pipeline Tracker Spreadsheet

➡️ Download template ⬅️

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.

Pro tip: Check out the 7 top causes of pipeline stagnation 📚 — and how to fix them.

Downloadable tracking spreadsheets for pipeline management: Pipeline Velocity Analyzer

➡️ Download template ⬅️

Sales outreach and email templates

3. Sales Hacker press release 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.

Pro tip: Need to Fill Your Pipeline? Look at Your Partner Ecosystem 📚

Downloadable tracking spreadsheets for pipeline management: Sales Hacker press outreach tracker

➡️ Download template ⬅️

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.

Learn: How to Build a Sales Pipeline That Always Packs Hot Deals 📚

Downloadable tracking spreadsheets for pipeline management: Cold email weekly sales activity tracker spreadsheet

➡️ Download template ⬅️

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.

Learn: Use Outreach? Here’s How to Create, Maintain, and Measure Sequences 📚

Downloadable tracking spreadsheets for pipeline management: sales tracking sequence builder

➡️ Download template ⬅️

Sales activity tracking templates

6. SDR daily attack planner

Hey SDRs! Fill out this doc daily to organize your plan of attack.

This helps you structure your 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. 📚

Downloadable tracking spreadsheets for pipeline management: SDR daily planner

➡️ Download template ⬅️

7. Sales activity scorecard

You need to forecast your activity levels on a quarterly, monthly, and weekly basis to drive consistent outcomes.

You control your activities. Use this sheet to help manage them.

Pro tip: Learn 31 Simple, Yet Brilliant Lead Generation Techniques to Supercharge Your Sales Pipeline 📚

Downloadable tracking spreadsheets for pipeline management: Sales activity scorecard

➡️ Download template ⬅️

8. Sales call planner

Planning is a pain… but it doesn’t have to be. Use this doc to plan your sales calls and improve the results.

Pro tip: Make sure you know these 12 discovery call questions to help prioritize your pipeline. 📚

Downloadable tracking spreadsheets for pipeline management: sales call planner

➡️ Download template ⬅️

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.

Pro tip: Learn how to conduct killer pipeline reviews 📚 with your team.

Downloadable tracking spreadsheets for pipeline management: sales manager 1-on-1 coaching planner

➡️ Download template ⬅️

10. Performance Improvement Plan (PIP)

Sales is hard. Many reps won’t make the cut. A PIP can help kick them into gear.

Downloadable tracking spreadsheets for pipeline management: performance improvement plan PIP template

➡️ Download 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.

Downloadable tracking spreadsheets for pipeline management: SDR performance tracker

➡️ Download template ⬅️

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.

Pro tip: 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.

Downloadable tracking spreadsheets for pipeline management: sales compensation template

➡️ Download 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.

Downloadable tracking spreadsheets for pipeline management: sales compensation contract example

➡️ Download template ⬅️

Key takeaways

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:

The Art and Science of Pipeline Generation: Sales Hacker Podcast

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

      All of these links seem to be broken…

      • 0
        Profile picture of joe bat
        ( 200 POINTS )
        2 years, 6 months ago


        • 0
          Profile picture of Colin Campbell
          ( 17k POINTS )
          1 year, 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
      @Matt A. Smith
      ( 0 POINTS )
      5 years, 10 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 )
        2 years, 6 months ago

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

    • 0
      @Fanny Marcoux
      ( 0 POINTS )
      5 years, 10 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,

    • 0
      Profile picture of Mirelle
      ( 170 POINTS )
      1 year, 9 months 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 )
      1 year, 1 month 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.

    • 0
      Profile picture of Amarjamdade202
      ( 170 POINTS )
      5 months, 2 weeks ago

      All the documents are really helpful. We are slightly trying to get them aligned for the business we do. Thank you very much for such a wonderful help.

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