Free Excel template · Excel for sales teams

Free sales pipeline tracker template

For reps and managers who want a forecast they can explain. List each deal with its stage, amount and expected close date; the template looks up the win probability for the stage, weights every open deal, and rolls the forecast up by close month and by rep. Edit the stage table to match your own history and everything recalculates.

cellwise-sales-pipeline-tracker.xlsxExcel workbook · 5.2 KB · works in Excel, Google Sheets, Numbers and LibreOffice · no signup

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This is the template's sheet, calculated by the same engine as the Cellwise app. Change any number to see the formulas react before you download.

	A	B	C	D	E	F	G	H	J	K
1	Deal	Account	Rep	Stage	Amount	Expected close	Probability	Weighted (open)	Stage	Probability
2	D-3001	Harbor Logistics	Maya	Negotiation	31000	Nov 12, 2026	0.75	23250	Prospect	0.1
3	D-3002	Pinecrest Dental Group	Luis	Proposal	24000	Nov 20, 2026	0.5	12000	Demo	0.3
4	D-3003	Brightline Schools	Priya	Demo	15000	Dec 4, 2026	0.3	4500	Proposal	0.5
5	D-3004	Oakfield Foods	Maya	Won	18500	Oct 8, 2026	1	0	Negotiation	0.75
6	D-3005	Summit Fitness	Luis	Lost	12500	Oct 22, 2026	0	0	Won	1
7	D-3006	Northgate Realty	Priya	Negotiation	27500	Nov 25, 2026	0.75	20625	Lost	0
8	D-3007	Cedar Labs	Maya	Prospect	40000	Jan 15, 2027	0.1	4000
9	D-3008	Riverbend Clinic	Luis	Won	21400	Oct 29, 2026	1	0	Summary
10	D-3009	Atlas Print Co.	Priya	Proposal	9600	Dec 11, 2026	0.5	4800	Open pipeline	232100
11	D-3010	Greenway Builders	Luis	Demo	33000	Jan 8, 2027	0.3	9900	Weighted forecast	105075
12	D-3011	Lumen Studio	Priya	Won	16300	Oct 27, 2026	1	0	Won	56200
13	D-3012	Bayside Hotels	Maya	Proposal	52000	Dec 19, 2026	0.5	26000	Win rate (won / closed)	0.75
14								0	Average won deal	18733.333333
15								0
16									Close month	Weighted forecast
17									Nov 1, 2026	55875
18									Dec 1, 2026	35300
19									Jan 1, 2027	13900
20

How the formulas work

Probability from the stage table

G2=IF(D2="","",XLOOKUP(D2,$J$2:$J$7,$K$2:$K$7,"Check stage"))

XLOOKUP finds the deal's stage in J2:J7 and returns its probability. A typo like Negociation shows Check stage instead of a silent wrong number. Set the probabilities from your own history (of deals that reached Proposal, how many were won?) rather than leaving the sample values.

Weighted value of open deals only

H2=IF(ISNUMBER(G2),IF(OR(D2="Won",D2="Lost"),0,ROUND(E2*G2,2)),0)

Amount times probability, but only for open deals. Won deals are already booked and are totalled separately in K12, so counting them here too would double them. ISNUMBER keeps blank or mistyped rows at 0.

Forecast by close month

K17=SUMIFS($H$2:$H$15,$F$2:$F$15,">="&J17,$F$2:$F$15,"<"&EDATE(J17,1))

J17 holds the first day of a month and EDATE(J17,1) is the first day of the next, so SUMIFS adds the weighted value of deals expected to close in that month. Change J17 and the three months below move with it.

Win rate on closed deals

K13=IFERROR(COUNTIF(D2:D15,"Won")/(COUNTIF(D2:D15,"Won")+COUNTIF(D2:D15,"Lost")),0)

Won divided by won plus lost. Open deals are left out, because they have not had the chance to win or lose yet. IFERROR shows 0 until at least one deal has closed.

Make it yours

Add a drop-down for the Stage column (Data > Data Validation > List, source =$J$2:$J$7) so stages always match the table.
Room for more deals: rows 14 and 15 are ready. To add more, insert rows above row 15 and copy the formulas in G and H down; the totals widen automatically.
Review close dates every week. A deal whose close date is in the past but is still open is the first thing to ask about.
Keep one tab per quarter (right-click the tab > Move or Copy > Create a copy) so you can compare how forecasts turned out.

FAQ

How do I calculate a weighted pipeline in Excel?

Give each stage a probability in a small table, look it up for each deal with XLOOKUP or VLOOKUP, multiply amount by probability, and SUM the results for open deals.

Where do stage probabilities come from?

Ideally from your own closed deals: of the deals that reached each stage, what share were eventually won. Many CRMs have default percentages, but they are only a starting point.

Should won deals be in the weighted forecast?

Keep them separate. Won deals are booked revenue; the weighted forecast is your estimate of what the open deals will add. This template shows both side by side.

Functions used

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Updated November 2, 2026