CRM & Sales Pipeline Tracker Template (Excel + Google Sheets)

What's included: deals, activity, and a forecast dashboard

The workbook has five sheets: Instructions, Settings, Deals, Activity, and Dashboard. Settings is where you define your pipeline stages (Lead, Contacted, Demo, Proposal, Won/Lost by default, but editable), a win probability for each stage, your monthly revenue goal, and the number of days without contact that counts as a stagnant deal.

Deals is your main log: company, deal value, current stage, date created, date of last contact, next action, and the date that action is due. The Activity view is calculated automatically from those dates, showing days since last contact and flagging STALE when a deal crosses your threshold, or flagging that a follow-up is due once its date has passed.

Every editable cell is validated and shaded, and the win probability of each stage is adjustable in Settings, so the weighted forecast reflects how your pipeline actually converts rather than generic defaults.

Pipeline dashboard: conversion rate by stage

The Dashboard shows a funnel view of your pipeline: number of deals and total value at each stage, plus the conversion rate from one stage to the next, not just an overall win rate. That means you can see specifically where deals are dying, for instance a strong Lead-to-Contacted rate but a weak Demo-to-Proposal rate, rather than a single aggregate percentage that hides the actual bottleneck.

This is a straightforward gap in the category: the free HubSpot template and the Etsy CRM listings we reviewed all show total pipeline value or open opportunities, but none of them calculate a true stage-to-stage funnel conversion rate.

Weighted forecast: pessimistic, likely, and optimistic scenarios vs your goal

Every open deal's value is weighted by its stage probability to produce a likely forecast. The Dashboard extends that into three scenarios: pessimistic, which discounts the weighted total by 30%; probable, the weighted total as calculated; and optimistic, the full value of your open pipeline with no discount at all. All three are plotted against the monthly goal you set in Settings, on a bar chart alongside the funnel.

Every competitor we reviewed that offers a weighted forecast, HubSpot's free template included, does it as a single calculated column. None of them build out multiple scenarios or tie the forecast back to a goal you've actually set, which is the difference between a number and a plan.

Deal activity and stale-deal alerts

Beyond stage and value, the Activity view tracks how long it's been since you last touched a deal and whether your next planned action is overdue. Cross a threshold you define in Settings (for example, 14 days with no contact) and the deal is flagged STALE right in the same view you use to work your pipeline, rather than buried in a separate report.

None of the free or paid templates we looked at, including HubSpot's and the Etsy pipeline trackers, track follow-up cadence or flag stagnant deals at all; they rely on a free-text notes field and whatever the salesperson remembers to check.

How this compares to free HubSpot and Etsy CRM templates

HubSpot's free CRM spreadsheet is the strongest free option in this space: it's genuinely useful for the first few months of a small pipeline, well organized, and available in both Excel and Google Sheets. But it's also explicitly a funnel toward HubSpot's own paid CRM software, and functionally it stops at basic opportunity tracking, without a stage-conversion dashboard, multi-scenario forecasting, or any activity tracking.

The Etsy CRM templates we reviewed are largely generic resold spreadsheets (some sold with resale rights) with an opportunities tab, a contact list, and a simple dashboard. The functional depth is close to the free HubSpot template; the main difference is visual design, not the conversion, forecasting, or activity features covered here.

Excel vs Google Sheets, and who this is for

Both an Excel build and a Google Sheets build ship with the file, using the same SUMIFS, COUNTIFS, and INDEX/MATCH formulas, so your funnel percentages and forecast scenarios calculate the same way regardless of which one you open.

It's aimed at solo salespeople, founders running their own pipeline, and small teams who want real stage-conversion and forecast visibility without adopting a full CRM platform. If you're already comfortable in a spreadsheet and want to know where deals actually stall and whether you're on pace for the month, this gives you that without a monthly software bill.