Ultimate Sales Forecast Spreadsheet Template for Google Sheets & Excel

A row per deal: the deal, the client, the stage it is at, what it is worth, when it is expected to close, who owns it and a note. The probability column is not typed. It reads the stage, so a deal moved from proposal to negotiation reprices itself, and the weighted amount beside it follows. That is the whole discipline the sheet enforces - a forecast where probabilities are typed per deal becomes a forecast of how optimistic each salesperson was feeling. The totals at the foot exclude closed-lost deals, which is the one exclusion that has to be automatic. A pipeline total that quietly includes deals you have already lost is worse than no total.

The pipeline, arranged by when it is expected to land. Each stage gets a row and each month a column, and every cell sums the weighted amount of the deals at that stage closing in that month. A forecast-year cell sits above the grid, because twelve month columns cannot otherwise tell a deal closing this March from one closing next March. Reading it by row rather than by column is the useful direction. A month carried entirely by leads is a month that will not happen; one carried by negotiations mostly will.

The pipeline cut by stage: total value, how many deals, the average deal size, the probability applied and the weighted value. Underneath, the velocity block - active deals, average deal size, and a win rate worked out from closed-won against closed-lost. The average deal size per stage is the figure worth watching. When it is much higher at proposal than at negotiation, the big deals are stalling before the end, which is a different problem from a thin pipeline.

Twelve months of planned revenue against actual, with the variance in money and as a percentage, and a year-to-date accuracy figure that only counts the months with actuals in them. That last guard matters: without it, an accuracy figure in March would read as a catastrophic shortfall rather than as nine months not yet happened.

Three cut-offs rather than three multipliers: count only negotiations and wins, count proposals and beyond, or count everything from qualified up. Each column reports the pipeline value, the number of deals, the weighted forecast, the average deal size and the share of the pipeline it represents. Defining a scenario as a stage cut-off rather than a percentage is what makes it defensible. Conservative means something you can point at on the pipeline sheet.

Six figures. Total pipeline, weighted pipeline and forecast revenue on the top row; the win rate on closed deals, the average size of an active deal, and how many opportunities are still open on the second. Weighted against unweighted pipeline is the pair worth reading. One is what is on the table and the other is what it is worth after each deal's own probability, and the gap between them is how optimistic the pipeline is. Charts sit alongside for the pipeline by stage and the forecast over time.