Sales Pipeline Tracker

Best for

Solo sellers and small teams without a CRM.

Use this when

Set up once, update after every meaningful interaction.

The resource

Stage definitions

1. NEW — Inquiry received, not yet contacted. Target: contact within [timeframe].
2. CONTACTED — First reply sent or call made, no conversation yet.
3. QUALIFIED — Discovery done. Real need, real budget, real timeline confirmed.
4. PROPOSED — Proposal or quote delivered. Awaiting a decision.
5. NEGOTIATING — They want it; terms, scope, or timing are being agreed.
6. WON / LOST — Closed. Record why.

A deal only advances when something objective happens — not when it feels more positive.

Tracker columns

| Field | Example |
|-------|---------|
| Contact name | [Name] |
| Business | [Company] |
| Source | [referral / search / social / repeat] |
| First contact date | [Date] |
| Stage | [stage] |
| Offer | [Offer] |
| Value | [Price] |
| Probability | [%] |
| Weighted value | value × probability |
| Expected close date | [Date] |
| Next action | [specific action] |
| Next action date | [Date] |
| Last contact date | [Date] |
| Notes | [one line] |
| Outcome | [Won / Lost / Open] |
| Reason | [if lost, why] |

Weekly pipeline routine (15 minutes)

1. Sort by "next action date". Anything overdue gets handled today.
2. Any deal with no next action gets one, or gets moved to Lost.
3. Any deal untouched for [14] days moves back a stage — it isn't where you think it is.
4. Sum the weighted value. That's your realistic near-term revenue.
5. Compare it to your monthly target. If it's short, the fix is at the top of the funnel, not the bottom.

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This resource is general educational information, not legal, financial, tax, or HR advice. Review anything you send or publish against the rules that apply to your industry and location, and consult a qualified professional when the stakes are high.

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