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Sales pipeline template.

Pick a preset or build your own stages, set a win probability for each, add your deals or load a CSV, and see total and weighted pipeline by stage and by close month. Then download it as a spreadsheet with live formulas.

  • HubSpot and Salesforce stages as presets
  • Works in Excel and Google Sheets
  • Runs in your browser
1. Start from a preset

2. Set the stages

  1. %days
  2. %days
  3. %days
  4. %days
  5. %days
  6. Won
    100%
  7. Lost
    0%

2 to 15 open stages. Drag or use the arrows to reorder. Won is 100% and Lost 0%.

3. Add deals (optional)

Read in your browser. Nothing is uploaded.

Drop a CSV of deals here, or

DealCompanyValue (USD)StageExpected closeOwnerRemove

Up to 500 deals. Weighted value uses the stage’s win chance.

Full report

Get the pipeline template for Excel or Google Sheets.

Your stages and win probabilities, a Pipeline sheet with your deals and weighted value formulas, a Summary sheet with totals by stage and by close month, and a sheet on using it.

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The short answer

What should a sales pipeline template include?

A list of stages in the order a deal moves through them, each with a win probability, plus a Won stage at 100% and a Lost stage at 0%. Then one row per deal with its name, company, owner, stage, value and expected close date. From those, the template works out each deal’s weighted value (value times the stage’s win probability), the total and weighted pipeline by stage, and how much is expected to close this month and next.

How it works

The rules the template follows.

Each rule links to the vendor page we read it on. The presets copy each vendor’s stage names and probabilities as published.

  1. 01

    Weighted value = value × stage probability

    HubSpot uses each stage’s probability to work out the weighted amount on its board. The template does the same per deal: a 10,000 deal in a 40% stage adds 4,000 to the weighted pipeline. Won and Lost deals are left out of the open totals.

    Source: HubSpot: Set up and customize pipelines, checked 18 Oct 2026

  2. 02

    One probability per stage

    Pipedrive lets a deal’s own probability override its stage’s, and sets every stage to 100% until you change it. The template keeps to one probability per stage, so the whole pipeline is weighted by the same rules.

    Source: Pipedrive: Probability in Pipedrive, checked 18 Oct 2026

  3. 03

    Won is 100%, Lost is 0%

    Zoho CRM suggests 100 for closed-won stages and 0 for closed-lost, and HubSpot needs both a Won and a Lost stage for its sales reports to work. Every template has both, fixed at 100% and 0%, plus at least two open stages.

    Source: Zoho CRM: Map stage-probability values, checked 18 Oct 2026

  4. 04

    Vendor presets, copied as published

    HubSpot’s default pipeline runs Appointment scheduled 20%, Qualified to buy 40%, Presentation scheduled 60%, Decision maker bought-in 80% and Contract sent 90%. Salesforce’s example mapping runs from Prospecting at 10% to Negotiation/Review at 90%.

    Source: Salesforce Help: Stage to forecast category mappings, checked 18 Oct 2026

  5. 05

    Coverage = open pipeline ÷ target

    Pipeline coverage divides the value of open deals by the revenue target for the period. HubSpot gives 3:1 to 5:1 as a common range. Add a target and the template shows your ratio; it doesn’t judge it, because the right ratio depends on your win rate.

    Source: HubSpot: Sales pipeline coverage, checked 18 Oct 2026

  6. 06

    Formulas that work in Excel and Google Sheets

    The download uses VLOOKUP with an exact match, SUMIF, SUMIFS, COUNTIF and EDATE, which both apps support. Google Sheets opens it through File > Import with Replace spreadsheet, and the formulas keep working.

    Source: Google Docs Editors Help: Import data sets and spreadsheets, checked 18 Oct 2026

Worked example

B2B SaaS stages, ten sample deals.

The generator opens on this pipeline: five open stages from Discovery call at 10% to Negotiation at 80%, eight open deals, one won and one lost.
Open pipeline (8 deals)
$122,600
Weighted pipeline
$57,580
Negotiation, 2 deals at 80%
$31,360 of $39,200
Expected to close this month
$57,200 ($42,160 weighted)
Expected to close next month
$26,400 ($11,520 weighted)
Same deals on HubSpot’s stages
$73,800 weighted

Sample deals are made up. Win rate on them is 50%: one won, one lost. The same open deals weigh $16,220 more on HubSpot’s default probabilities, which is why probabilities should come from your own closed deals once you have them.

Good to know

What the template leaves out.

  • Per-deal probabilities. Every deal in a stage gets that stage’s win probability.
  • Benchmarks. The B2B SaaS, Agency and Simple presets are starting points we wrote, not industry figures. Replace them with your own win rates.
  • Currency conversion. Pick one currency; values in others aren’t converted.
  • Saving. Nothing is stored: download the CSV or the workbook to keep your work. Nothing you type or load leaves your browser unless you fill in the report form.
  • A LiftUp import file. LiftUp’s CSV import needs an email or phone for each lead, and takes a status (new, contacted, qualified, won or lost) rather than a stage name.
  • More than 20 stages, or deals past the last formula row. Copy the formulas down to add rows.

More free tools

Tools that go with this one.

FAQ

Sales pipeline questions, answered.

Something the tool gets wrong? Tell us and we fix it.

What is a weighted pipeline?

The value of your open deals, each multiplied by the win probability of the stage it’s in. A 20,000 deal in a 25% stage counts as 5,000. Adding up every open deal that way gives a figure closer to what the pipeline is likely to bring in than the plain total does.

What win probability should each stage have?

Start from a default if you have no history: HubSpot’s runs 20%, 40%, 60%, 80% and 90%, and Salesforce’s example runs from 10% to 90%. After a quarter, count how many deals that reached each stage were won and use those rates instead. The presets here are a place to start, not a benchmark.

How many stages should a sales pipeline have?

Enough that each stage is a step you can check, such as a call held, a demo given or a proposal sent. HubSpot’s default has five open stages and Salesforce’s example has eight. Fewer, clearer stages are easier to keep up to date than many that overlap.

Does the template work in Google Sheets?

Yes. In Google Sheets choose File > Import, upload the file and pick Replace spreadsheet, or open it from Google Drive. The formulas use VLOOKUP, SUMIF, SUMIFS, COUNTIF and EDATE, which both Excel and Google Sheets support.

How does LiftUp handle pipeline stages?

Every plan has a Kanban pipeline board. You set the stages on the Pipeline stages page, for the whole workspace or for one product, each with an optional win probability, and the stage report weights each stage’s open deal value by it. Without your own stages the board shows New, Contacted, Qualified, Won and Lost. Entering deal values and expected close dates on a lead is part of the Growth plan.

Run the pipeline on a live board.

LiftUp gives every workspace a Kanban pipeline with your own stages and win probabilities. Entering deal values and close dates on a lead comes with Growth, and every new workspace can try Growth free for 14 days.

Start the 14-day Growth trialSee the CRM

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