Template

Sales Pipeline Template for SMEs

A clean, visual pipeline structure for SMEs — works as a board, list, or spreadsheet.

Pipeline columns (stages)

1. New — received, not contacted
2. Contacted — outreach sent, awaiting reply
3. Discovery — call scheduled or held
4. Proposal — quote/proposal sent
5. Negotiation — price/terms being finalised
6. Won / Lost

Per-deal fields

• Deal name, company, primary contact
• Deal value ($ amount)
• Stage (current)
• Expected close date
• Probability % (linked to stage)
• Next step + due date
• Last activity date
• Owner
• Source

Weighted pipeline

Weighted value = Deal value × Probability %. Sum across deals gives a realistic forecast. Assign default probability by stage: New 10%, Contacted 20%, Discovery 40%, Proposal 60%, Negotiation 80%.

Weekly pipeline review (15 min)

1. Which deals moved stage this week?
2. Which deals have gone stale (no activity 7+ days)?
3. Which deals are at risk of slipping from this month?
4. What do we need to help unblock?

Health signals

• Pipeline coverage — deals in pipeline should be 3-4× quota
• Stage velocity — how long deals spend in each stage
• Age of open deals — anything over 90 days needs a decision

Frequently asked questions

Kanban board or list view?

Board for visual learners, list for data-heavy review. Most CRMs support both — use whichever drives weekly usage.