Free Sales Templates for Excel & Google Sheets
How a small sales team tracks pipeline and commissions in Excel — stages, next action dates, and why the invoice file is still the source of booked revenue.
A pipeline spreadsheet is a list of open deals with a stage and a next action date. It is not revenue. Revenue is the tax invoice (or the cash receipt). Mixing 'verbal yes' into the same column as 'GST invoice raised' is how founders think they hit target when the cash book says otherwise.
Use stages you can defend: Lead, Qualified, Proposal sent, Negotiation, Won, Lost. Won must require an invoice number. Amount in pipeline should be exclusive of GST so it matches taxable value on the invoice template. Next action date is a real date; conditional formatting can highlight anything older than seven days.
Commission is a second sheet: invoice number, taxable value, rate %, commission = taxable × rate, paid date. Pay commission on collected invoices if your policy is cash-based — otherwise you will pay out on debtors who never pay. Do not calculate commission on grand total including GST; tax is not your margin.
Until a dedicated pipeline workbook is listed, run pipeline in a simple table and raise every Won deal on the GST Invoice or general Invoice template. The invoice number is the join key between sales talk and books.
Downloadable files
There is no .xlsx in this category yet. The guide above is still meant to be used: copy the column layout into a blank workbook. Related downloads are linked at the bottom of this page.
What to look for in a sales template
- Stages that end in Won only when an invoice number exists
- Taxable value, not GST-inclusive totals, as the pipeline amount
- A next-action date with overdue highlighting
- Commission on taxable value, with a collected-vs-invoiced switch
- One owner for the sheet, or a Google Sheet with a changelog
- Lost reason as a short code (price, timing, no-budget) for a monthly review
Frequently asked questions
Should pipeline include GST?+
No. Track taxable value. GST is collected for the government. If you pitch ₹1,18,000 including 18% GST, the pipeline amount is ₹1,00,000. That is what lands on the tax invoice and on commission.
When do I move a deal to Won?+
When you have issued the invoice, not when the customer said yes on a call. If you issue proforma invoices, keep those in Proposal — a proforma is not a tax invoice and does not belong in GSTR-1.