Sales tracker template: see each rep's week against target while it can still change

Give each rep a copy. Download the Excel or Word file, or copy the grid. In Excel, every Total, Difference and rate works itself out.

Sales tracker: [your name]

Week of: [date].

This week

Your rates this week

• Calls per conversation: [number] (calls divided by conversations)
• Conversations per meeting booked: [number]
• Meetings held per proposal: [number]
• Proposals per deal: [number]

Halfway check

• The row furthest behind: [row]
• What I'll do in the days left to close it: [plan]

End of the week

• The best day this week, and why: [day, reason]
• Targets for next week: [targets]

It counts the work that comes before a sale. Deal values and stages need a different sheet. Agree what each row means first, or two reps' numbers won't compare.

Rename the rows to match how your team sells. Delete a row nobody acts on.

• Put each day's count in before logging off, from the call list and the calendar. A count from memory is a guess.
• Count a conversation only when you spoke to the person you called.
• Set next week's targets from the last four weeks.

Three days in, each row should be at about three fifths of its target. Sixty calls for the week means about 36 by day 3. The Halfway check asks for the row furthest behind and what will close it, and two days are still left to do it.

If calls are on target and meetings aren't, read the rates. Lots of calls per conversation points at the list or the hours. Lots of conversations per meeting points at what's being said.

Work back from one deal with your own rates. This table uses the made-up rates from the example below.

Priya Nair is made up. This is her week of 21 September.

After day 3 she had 33 calls of 60 and 1 referral ask of 5. Referrals were furthest behind, so she asked every customer she met. Days 4 and 5 added 29 calls and 4 asks.

Her rates came out at 3.3 calls per conversation, 3.8 conversations per meeting booked, 2 meetings per proposal and 2 proposals per deal.

• Start with four or five rows. A rep will fill in a short grid.
• Read it with them at a 1:1, so the count leads to a conversation.
• Show them their own rates. It's the part of the sheet that helps the rep first.
• Ask about the row that's behind, and never about who's lowest.

The sheet works. It's also the tab somebody has to remember to fill, so it tends to be a few days behind when you need it.

In Palby Sales Tracker, each call, meeting and close is one tap on the rep's phone, or /log in a private Telegram chat, and the board moves within seconds. You can rename the nine starting tiles to these rows and switch off what you don't use. The board runs this week, last week, this month, this year or any dates, with each tile's count. A rep's weekly points goal stays between them and you. Deal values stay on your own sheet, since it tracks activity. See activity tracking.