Sales pipeline tracker
Track every opportunity by stage with automatic win probabilities, a weighted forecast, overdue next steps and a stage summary.
An Excel tracker for teams not yet ready for a CRM, or for checking that the CRM is telling the truth. Pick a stage from the drop-down and the probability and weighted value fill in. Overdue next steps are flagged, and the summary sheet shows deals, value and weighted value by stage, win rate and average deal size. Stages and probabilities are editable.
Format: XLSX · Version 1.0 · Updated 2026-11-06
How to use it
Update it after every sales conversation and review it weekly. Use the weighted value for revenue forecasting.
Preview
| Opportunity | Stage | Value (ex GST) | Probability | Weighted value | Next step |
|---|---|---|---|---|---|
| Website rebuild | Proposal sent | $18,000 | 55% | $9,900 | Follow-up call on proposal |
| Monthly bookkeeping | Qualified | $7,200 | 20% | $1,440 | Book discovery meeting |
| Fit-out stage 2 | Negotiation | $42,000 | 75% | $31,500 | Send revised terms |
| Annual support plan | Meeting held | $12,500 | 35% | $4,375 | Prepare proposal |
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Related articles
- Sales pipeline management – How to define pipeline stages, keep every deal moving, spot where opportunities stall, and use pipeline coverage to know months in advance whether you will hit your revenue target.
- CRM fundamentals – What a customer relationship management system actually does, when a spreadsheet stops being enough, how to choose and set one up without over-engineering it, and how to get your team to use it.
- Sales forecasting – How to predict next month’s and next quarter’s revenue from your pipeline and history, which forecasting method suits your business, and how to use the forecast to make hiring, stock and cash decisions.