Free Sales Funnel Excel Template
What's in the sales funnel template
The workbook has one tab. Funnel Metrics takes five numbers - leads, marketing qualified, sales qualified, opportunities, and closed won - and calculates every stage-to-stage conversion rate between them automatically.
Below that, enter your average deal value and win probability at the opportunity stage to get a weighted pipeline value: a quick sanity check on your forecast that's more realistic than just adding up raw opportunity value.
Sales funnel metrics vs a lead-by-lead tracker
This template tracks aggregated funnel METRICS by stage - five totals in, five conversion rates out - not individual leads with names, sources, and follow-up dates.
If you want to log and manage individual leads one row at a time, with overdue follow-up flags and pipeline rollups by source, use our free Sales Lead Tracker template instead. The two files serve different jobs and share zero columns.
How the conversion rates and weighted value calculate
Each stage-to-stage rate divides one stage's count by the prior stage's count - MQL/Leads, SQL/MQL, Opportunities/SQL, Closed won/Opportunities - plus an overall Closed won/Leads rate, all IFERROR-protected so an empty stage shows blank instead of an error.
Weighted pipeline value = Opportunities x Average deal value x Win probability. It's a fast top-down estimate to compare against your team's bottom-up, deal-by-deal forecast.
Who this template is for
Sales managers and founders who want a quick view of where the funnel leaks - which stage-to-stage transition has the worst conversion rate - without exporting a report from a CRM.
It's a metrics snapshot, not a deal-tracking system - pair it with the Sales Lead Tracker or the paid CRM & Sales Pipeline Tracker if you also need to manage individual deals.
How to use it
- Enter the count that entered each stage: Leads, MQL, SQL, Opportunities, Closed won.
- Stage-to-stage conversion rates and the overall conversion rate calculate automatically.
- Enter average deal value and win probability to get a weighted pipeline value.
Download the free Free Sales Funnel Excel Template
No spam — template updates and new free templates only. Unsubscribe anytime.
CRM & Sales Pipeline Tracker
If you need deal-level tracking behind these funnel numbers, the paid CRM & Sales Pipeline Tracker ($14) adds a 300-deal log, stage-to-stage dashboard, and 3-scenario forecast.
See the full versionFrequently asked questions
Does this track individual leads or deals?
No. It tracks aggregated funnel counts by stage, not individual leads - see our free Sales Lead Tracker template for lead-by-lead tracking.
How is each conversion rate calculated?
Each rate divides one stage's count by the count at the stage before it - for example MQL divided by Leads for the leads-to-MQL rate.
What is weighted pipeline value?
Opportunities x Average deal value x Win probability - a quick top-down estimate of expected revenue from your current opportunity count.
Can I use this in Google Sheets?
Yes. Upload the downloaded file to Google Drive, then open it and choose File > Save as Google Sheets. All conversion and weighted-value formulas keep working.
What if a stage count is zero?
The conversion rate for that stage shows blank instead of a divide-by-zero error, thanks to IFERROR protection built into every formula.
What's the usage license?
Personal use or use within one business. It's not meant to be resold or redistributed as a template product.