Sales Pipeline Tracker

About this template

When to use this

A weekly sales meeting sheet for seeing, in money, what closes this quarter. Three tabs: Pipeline, Stage summary and Stage definitions. You type into rows 13-28 of the pipeline only. The header carries an as-of date of 2026-06-30 and a quarter target of KRW 400,000,000, which the attainment cell uses as its denominator.

Filling it in

1. One deal per row from row 13: opportunity ID (OPP-001), client, product or proposal, stage, estimated amount, probability, close date, owner and next action.
2. Column E takes six stage words exactly: Lead, Contacted, Proposal, Negotiation, Won, Lost. The Stage definitions sheet fixes their base probabilities: 0.1, 0.2, 0.4, 0.65, 1 and 0.
3. Keep the base probability unless you have a reason, and note the reason. The weighted amount in column H is =F13*G13, so leave it alone.
4. The close date must be a real date. The monthly table splits deals from 2026-06 to 2026-10 with DATE comparisons.
5. Replace the four owner names in B17:B20 of Stage summary (Kim Seo-yeon, Park Ji-hoon, Lee Su-min, Choi Do-hyun — placeholder names). They are hard-coded inside the formulas, so a single different character returns zero.
6. Change the quarter target in the header – and change it inside =IFERROR(E9/400000000,0) as well, or attainment keeps measuring against the sample target.

Worked examples

• OPP-012, an energy client, equipment monitoring, Negotiation, KRW 156m at 0.65, closing 2026-07-17, owner Choi Do-hyun (a placeholder name): KRW 101.4m of weighted value lands in both the 2026-07 row and that owner’s total.
• On a win, set the stage to Won and the probability to 1. Open deals are counted excluding Won and Lost, so the deal leaves the open count and joins closed-won revenue in the same move.
• When a customer defers budget, keep the stage and move the close date. Leaving the date alone only depresses that month’s attainment without recording why.

How the formulas work

• Open deals: =COUNTA(C13:C28)-COUNTIF(E13:E28,”Won”)-COUNTIF(E13:E28,”Lost”); the weighted pipeline is =SUM(H13:H28); target attainment is =IFERROR(E9/400000000,0).
• The funnel uses =SUMIF(‘Pipeline’!$E$13:$E$28,”Proposal”,’Pipeline’!$H$13:$H$28), and stage-to-stage conversion is a ratio of two COUNTIFs.
• Wins per owner cross two conditions: =COUNTIFS(‘Pipeline’!$J$13:$J$28,”Kim Seo-yeon”,’Pipeline’!$E$13:$E$28,”Won”).
• Monthly totals read =COUNTIFS(‘Pipeline’!$I$13:$I$28,”>=”&DATE(YEAR(MIN(‘Pipeline’!$I$13:$I$28)),6,1), …). The year follows the earliest close date by itself, but the month numbers are fixed; a new quarter means editing five rows of DATE arguments.

Common mistakes

• Putting two deals for one account on a single row. There is only one stage and one probability, so one of them disappears from every total.
• Writing the close date as text such as “early July”. The DATE comparisons never match it and the deal falls out of every month.
• Deleting lost deals, which removes the denominator and makes the funnel look better than it is.
• Adding deals below row 28, outside every range.