Sales Pipeline & CRM
Lead tracking, deal stages, revenue forecasting, and sales performance dashboard with automated pipeline views.
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Sales Pipeline & CRM
A complete spreadsheet-based CRM and sales pipeline management system. Track leads from first contact through close, forecast revenue with weighted probabilities, monitor rep performance, and run your entire sales operation from a single workbook.
What's Included
This template contains 6 interconnected tabs covering the full sales lifecycle, plus formula documentation, methodology guides, and customization instructions.
Tabs / Sheets
| # | Tab Name | Purpose |
|---|---|---|
| 1 | Pipeline | Active deals with stages, values, probabilities, and expected close dates |
| 2 | Contacts | Contact database with company, role, engagement history |
| 3 | Activities | Sales activity log (calls, emails, meetings, demos) tied to deals |
| 4 | Deal Stages | Stage definitions with probabilities, average days, and conversion rates |
| 5 | Forecast | Monthly/quarterly revenue forecast using weighted pipeline |
| 6 | Performance | Rep-level metrics: quota attainment, win rates, activity ratios |
Features
- Full pipeline visibility — see every deal, its stage, and probability-weighted value at a glance
- Weighted revenue forecasting — automatically calculates expected revenue based on stage probabilities
- Activity tracking — log calls, emails, meetings, and demos with timestamps and outcomes
- Contact management — centralized database with company info, role, lead source, and notes
- Sales performance dashboard — quota attainment, win rate, average deal size, sales velocity
- Stage-based analytics — conversion rates between stages, average time in stage, bottleneck detection
- Rep comparison — side-by-side performance metrics for team management
Quick Start (5 Minutes)
1. Import the 6 CSV files into Google Sheets or Excel (one tab per CSV)
2. Review the Deal Stages tab — adjust stage names and probabilities for your sales process
3. Clear sample data from Pipeline and Contacts (keep headers)
4. Add your first deals and contacts
5. Log activities as they happen — the Performance tab aggregates automatically
See docs/GETTING-STARTED.md for the detailed walkthrough.
Tab-by-Tab Walkthrough
01 — Pipeline
The heart of the CRM. Each row is an active deal (opportunity) with:
- Deal ID and name for tracking
- Associated contact and company
- Current stage and weighted probability
- Deal value and weighted value (value × probability)
- Expected close date and days in current stage
- Deal owner (sales rep) and lead source
02 — Contacts
Your contact database. Each person gets a row with:
- Contact info (name, email, phone, company, title)
- Lead source and acquisition date
- Engagement score (calculated from activities)
- Last contact date and preferred channel
- Tags for segmentation
... continues with setup instructions, usage examples, and more.
📄 Content Sample guides/lead-scoring-methodology.md
Lead Scoring Methodology
A framework for prioritizing contacts in your pipeline based on fit and engagement signals, so reps focus on the leads most likely to convert.
What Is Lead Scoring?
Lead scoring assigns a numerical value (0-100) to each contact based on two dimensions:
1. Fit Score — How well does this lead match your ideal customer profile? (Company size, industry, title, budget)
2. Engagement Score — How actively is this lead interacting with your content and sales team? (Emails opened, meetings attended, demos requested)
Combined: Total Score = Fit Score + Engagement Score (each 0-50, total 0-100)
Fit Scoring Criteria
Assign points based on how closely the contact matches your best customers:
| Criterion | High Fit (15 pts) | Medium Fit (8 pts) | Low Fit (3 pts) |
|---|---|---|---|
| Company Size | 200-2000 employees | 50-199 or 2000+ | < 50 employees |
| Title/Seniority | VP, Director, C-suite | Manager, Senior IC | Coordinator, Intern |
| Industry | Target verticals | Adjacent verticals | Non-target |
| Budget Indication | Confirmed budget | Likely has budget | No budget signals |
Maximum Fit Score: 50 (if top score on all 4 criteria + 5 bonus points for existing customer account)
Implementing in the Spreadsheet
Add a Fit_Score column to the Contacts tab:
=SUM(
IF(OR(Title contains "VP", Title contains "Director", Title contains "C"), 15, IF(Title contains "Manager", 8, 3)),
IF(Deal_Value > 50000, 15, IF(Deal_Value > 20000, 8, 3)),
... additional criteria
)
Or use a lookup approach with a scoring reference table.
Engagement Scoring Criteria
... and much more in the full download.