ActivityTracker

Free template for sales managers

Sales forecast template: know by the 10th whether the month will come in short

One sheet for the month: the deals that could close, each weighted by your own chance of winning at its stage, added to what's already won and set against the target. The Excel file does the sums and shows the gap. Download it for Excel or Word, or copy it. Free, no sign-up.

Most sales forecast templates are twelve-month revenue projections built for a finance team. A sales manager needs something smaller: this month, the deals in it, and how far the likely total sits from the target. This sheet multiplies each deal by the chance you give its stage, adds the deals already won, and shows the gap. The chances are yours. Set them from your own won and lost deals, not from a number someone else published.

The forecast sheet, ready to fill in

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Sales forecast: [team or your name]

Month: ______ Updated: ______

The month

Month's target: ______

Stages: move a deal only when this is true

Meeting booked. It's in both calendars.

Needs agreed. They've told you the problem, who decides and by when.

Proposal sent. They have a price in writing.

Verbal yes. They've said yes and the paperwork is out.

Won. Signed or paid.

Lost. They said no, or went quiet.

Your chance of winning at each stage, in %

Meeting booked: __

Needs agreed: __

Proposal sent: __

Verbal yes: __

Deals that could close this month

DealOwnerStageValueClose dateChance %Weighted

The forecast

Won so far: ______

Weighted open deals: ______

Forecast: ______ (won so far plus weighted open deals)

Gap to target: ______ (forecast minus target)

Upside: ______ (won so far plus every open deal at full value)

Notes

Won counts at 100% and Lost at 0. Every other chance is yours: of the deals that reached a stage last quarter, how many did you win?

Take out any deal nobody has spoken to in two weeks, whatever its stage.

See both pipeline formulas worked through in the pipeline value guide

How to fill in the forecast in 15 minutes

Do it on the same day each week, from the pipeline you already keep.

  • Set your chance for each stage once, from last quarter's won and lost deals
  • List only the deals with a close date this month
  • Pick each deal's stage from the drop-down. The chance and the weighted value fill themselves in.
  • Put in the month's target, and read the gap
  • Ask each rep about their biggest deal, not all of them

Which deals count in this month's forecast

The forecast is only as honest as the deals you let into it.

  • A close date this month that the buyer agreed to, not one the rep hopes for
  • Someone spoke to them in the last two weeks
  • A stage that matches what the buyer has done, not how the rep feels about it
  • Won means signed or paid. A verbal yes is still a verbal yes.
  • A deal that slips goes on next month's sheet, not at the bottom of this one

Other ways to forecast, in the guide to forecasting sales

A filled-in forecast whose numbers add up

A four-person team selling office fit-outs, Monday 13 October. The names, numbers and stage chances are made up.
  • Their chances by stage: Meeting booked 10%, Needs agreed 25%, Proposal sent 50%, Verbal yes 75%. They're made up for the example. Use your own.
  • Target for October: $60,000. Won so far: $12,000 + $8,000 = $20,000.
  • Verbal yes: one $16,000 deal at 75% = $12,000.
  • Proposal sent: $10,000 and $8,000 at 50% = $9,000.
  • Needs agreed: one $12,000 deal at 25% = $3,000.
  • Meeting booked: one $20,000 deal at 10% = $2,000.

Weighted open deals: $12,000 + $9,000 + $3,000 + $2,000 = $26,000. Forecast: $20,000 + $26,000 = $46,000, so $14,000 short of the $60,000 target with 18 days to go.

See the weighted pipeline without building the sheet each Monday

The template is free. ActivityTracker, the app we make, is paid.

  • Type a win chance for each stage once
  • The board shows your open deals times their stage's chance, added up
  • Every prospect on a board by stage, with the ones nobody has spoken to lately at the top
  • Your reps log from their phones, and you see the week as it happens

See how the CRM works

Questions

Know on the 10th whether the month is short

The template is free to use. The app is paid and keeps the weighted pipeline up to date as your reps log.

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