Need to fix a broken sales team? Manage lead funnels and visualize sales pipelines with our Sales Pipeline spreadsheet template. The Kanban-style pipeline is fully customizable to any sales workflow specifications and includes a dashboard to track top KPI metrics. Usable by sales teams, individual reps, or sales managers who collect and track everyone's data all in one place. When everyone has visibility into an up-to-date sales funnel, estimated revenues are more accurate, managers can better plan ahead, and reps can better manage their funnels to win more deals.
Customize your sales process
First, the user will go to the Fields tab to input their sales pipeline preferences. Input your static inputs, like your sales report name, year, company name, and the event you are tracking - in most cases this will be sales, leads, or however you refer to it internally. Then, chose the pipeline data formatting, including preferred currency and date formats. Now, two input sections impact the look of the rest of the pipeline: the pipeline display and the input fields. The pipeline display indicates what lead information is to be displayed on the pipeline. Anything checked in these boxes will appear on the pipeline visualization.
The input fields indicate the stages of your sales funnel, unique to each sales team, as well as the status of a given lead and the sales rep in your company. Keep in mind the stage and status fields are capped at 15 inputs, so choose your most important stages or lead status. Up to 120 sales reps can be added, but if you need more, simply add new rows below.
Manage your funnel
Now that you've established all your customizations, it's time to input your leads. Go to the sales funnel, where all lead and prospective customer information can be added. Make sure to include all relevant data, including the status of the lead, the stage of the lead, and their priority level as these inputs will be critical to the pipeline and dashboard. When you enter the Sales deal value and commission (if applicable), the commission amount will be automatically generated. And any notes about that particular lead can be added in the right-most column.
While sales managers and reps will use the pipeline and dashboard to keep track of their funnels, both will need to adjust the status of leads as they progress through the pipeline. So remember to come back here to update and manage the status and stage of active leads.
Visualize your pipeline
Now, with all your leads placed in your funnel, and all your customization fields set, you can go to the pipeline and view the visual version of your funnel. Filters at the top allow reps and managers alike to filter leads by date, deal value, deal priority, and status so that every aspect of the funnel can be managed at a macro and micro level. To filter by date, simply double-click the calendar fields, and you'll be able to select a date from the dropdown easily. If it's easier, each sales rep can create their own copy of this sheet to manage their funnels separately. They just have to make sure to share their individual lead data with the sales manager at various checkpoints so the manager can view everyone's data in one place.
Monitor your team
Now, let's say the manager or individual reps are working off the same sheet. Everyone can go to the sales dashboard to view the most important metrics for their sales team. First, filter inputs at the top allow you to sort your data by month, stage, rep, or status. A sales overview counts the overall deal value of the last three months, while sales by month show all the sales of the last year.
The "Sales by status" charts first count how many sales from the filter data are either won, lost, open, on hold, or whatever other status you attribute to your customized funnel. The chart below counts the deal value of leads across each status based on the filter data. The "Opportunities vs won sales" chart counts how many opportunities resulted in won sales over the last year and the last week.
The "Sales by stages" section counts how many sales have reached each relevant stage of the sales pipeline for the given filter parameters. And the chart below tracks how many total sales by deal volume are there across each of your sales pipeline stages, again based on the filter inputs above. Finally, the "Top five salespeople" section tracks what every manager (and rep) wants to know: who the top five sales reps are for a given period. The reps are sorted by total sales volume, but the table also counts the number of sales leads and their average sales amount. If any of this data or calculations need to be edited or assessed, simply unhide the analysis tab and you can look at all the calculations there.
Sales pipelines are valuable tools for reps and managers alike. When everyone has the same access and visibility to data on an easy-to-read pipeline, estimated revenues are more accurate, managers can better plan ahead, and reps can better manage their individual funnels to win more deals.
Remember, you can download and customize this Sales Pipeline spreadsheet for your own sales team. Now, for additional insights and resources to plan out your sales strategy and report your sales data to stakeholders, check out our Sales Strategies Toolkit presentation template right now.