Free Sales Plan Template (Excel Quota Tracker)
What a sales plan spreadsheet should track
Most sales plan templates you'll find are narrative strategy documents — goals, tactics, a SWOT section — written in Word and meant to be read, not calculated in. This template is built differently: it's a spreadsheet where you log a number and get a calculated result back.
It tracks four things per row: which rep, which territory, which month, and the quota versus the actual result. That's the minimum a manager actually needs to see attainment at a glance, without wading through a strategy document to find the numbers.
Setting rep and territory quotas
Each row of the Quota Tracker sheet is one rep, one territory, one month, with a Quota ($) and an Actual ($) column. Because territory is its own field, you can track the same rep across different territories or roll multiple reps up under one territory — the layout doesn't force a rigid one-rep-per-territory structure.
The table holds up to 150 rows, enough to track a full sales team across a year of monthly quotas without running out of room.
How monthly attainment and the team rollup calculate
Attainment % is Actual divided by Quota, calculated automatically the moment both numbers are entered. A Status column then buckets that attainment into On track (100%+), At risk (80-99%), or Off track (below 80%), with conditional formatting coloring each status so a manager can scan the sheet and spot problem rows immediately.
At the bottom, the team rollup sums every rep's quota into a Team quota total, sums every actual into a Team actual total, and divides the two into an overall team attainment percentage — plus a count of how many rows are currently Off track.
Sales plan template vs. a narrative sales strategy document
A narrative sales plan document is useful for setting direction — market positioning, target segments, messaging — but it doesn't tell you, on a Tuesday morning, which reps are behind quota this month. This template is the complement to that document: the calculating layer that turns quota numbers into a status you can act on.
If your team already has a strategy doc and just needs the tracking piece — who's hitting quota, who isn't, and what the team total looks like — this spreadsheet is built specifically for that gap.
How to use it
- Log each rep's quota and actual result by month and territory.
- Check the attainment % and On track / At risk / Off track status, which calculate automatically per row.
- Scan the conditional formatting to spot Off track rows first.
- Check the team rollup for total quota, total actual, and overall team attainment.
Download the free Free Sales Plan Template (Excel Quota Tracker)
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CRM & Sales Pipeline Tracker
If you also need to see which pipeline stage is killing your deals before they ever become a quota number, the paid CRM & Sales Pipeline Tracker ($14) adds stage-by-stage conversion and a 3-scenario forecast.
See the full versionFrequently asked questions
Can I use this sales plan template in Google Sheets?
Yes. Upload the downloaded file to Google Drive, then open it and choose File > Save as Google Sheets. The attainment and status formulas keep working.
Is this template really free?
Yes. You give an email address to download it, and then it's yours to use with no further cost.
Is this a narrative sales strategy document?
No. Unlike most sales plan templates online, this is a calculating spreadsheet — you enter quota and actual numbers and get attainment %, status, and a team rollup automatically.
Does it show a quarter-over-quarter trend?
Not in this version. It tracks quota and actual per rep, per territory, per month, with a team rollup — it does not chart a quarter-over-quarter trend.
How many reps and months can I track?
The Quota Tracker holds 150 rows, which covers a full sales team across a year of monthly entries.
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.