How should you organize sales prospects?

Use our leads tracker template to store all of your prospects. Organize your sales prospects by sales stage and follow up date.

Is the lead tracking spreadsheet free?

It won’t cost you a cent. Just enter your details, download it, and get tracking.

Can I track leads without a lead tracking template?

You can, but this approach is less practical and efficient than using a tried-and-tested template. With our sales leads tracker, you can ensure you don’t miss out on valuable sales opportunities.

Can I share my lead tracking spreadsheet with others?

Yes, you can easily share it in meeting slides or as “view only” via an email attachment. If you like, you can also let others make changes to it by updating the user permissions. For example, if you use Google Sheets, you can allow your team members to view and edit the lead tracker online.

Resources
Templates
Lead Tracker

Sales Lead Tracker Template - Excel, PDF, Google Sheets

A sales lead tracker helps you organize prospects, schedule follow-ups, and improve conversion rates when you're managing your first 50-75 leads. Use this free spreadsheet to learn what lead data matters most before graduating to automated sales software.

Set up in 10 minutes - start tracking leads immediately, no technical skills needed
Works well for: 2-6 months managing 25-75 active leads
Learn lead management basics - understand what data drives conversions
Easy upgrade path - import to HubSpot's free CRM in 5 minutes when ready

When to Use this Lead Tracking Sheet

Managing your first 25-75 sales leads. The spreadsheet comfortably handles this volume with 1-2 hours of weekly maintenance. You'll track lead sources, conversation notes, and follow-up dates without feeling overwhelmed.
Adding fewer than 10 new leads per week. If you're generating 5-10 new leads weekly from networking, referrals, or early marketing efforts, manual tracking is manageable and educational. You'll learn which lead sources convert best.
Testing and refining your sales process. Use the first 2-6 months with this spreadsheet to experiment with different qualification criteria, follow-up cadences, and closing techniques. This hands-on approach teaches you what works before you automate.
Working solo or with one sales partner. The template works well for individual contributors or small two-person teams using Google Sheets for basic collaboration.
Want to minimize costs while bootstrapping. Completely free with no subscriptions - track leads in tools you already have (Excel, Google Sheets).

When you’ve identified individuals who may have an interest in the product or service you’re selling (i.e., leads), tracking them will help you:

Improve your organization: If you properly implement a lead tracking process, you’ll have a clear picture of all your leads and their different stages. Instead of letting promising leads slip through the cracks, you can prioritize them and schedule follow-ups.
Better understand customer behavior and preferences: An analysis of your lead data can give you a better idea of what your customers want.
Optimize your lead generation approach: Lead tracking tells you what worked and what didn’t in your sales process. With this information, you can refine your strategy to improve conversion rates.
Boost revenue: Lead tracking puts you in a prime position to convert leads, helping you smash sales targets.

If you need a lead tracking spreadsheet, look no further than our template, which is available in three formats. Here’s how to get started:

Enter your contact details and download HubSpot’s sales lead tracker in Excel, Google Sheets, or PDF format.
Read everything in the Instructions tab. This explains the configuration, entering new deals, the reporting process, and various other steps for getting the most from your spreadsheet.
Navigate to the Configurations tab and specify your company’s sales stages. The examples listed are lead, opportunity, demo, and quote.
Populate the Data tab with information on your leads and deals. You should add all the details you have, such as the company name, contact person, email address, win probability, deal stage, and deal status.

After you’ve filled in your sales lead tracker, follow these tips to get the most out of it:

Double-check that all your deals are labeled correctly. This ensures that you see open and closed deals in different spreadsheet tabs.
Regularly review your Leads Dashboard to get an overview of your conversion rates, deal sizes, deal statuses, deals lost by stage, and deals lost by value.
Whenever you get new data, update your lead tracking spreadsheet to ensure all the statistics are correct.

	Lead Tracker spreadsheet	HubSpot Free CRM
Capacity	25-75 leads	75+ leads
Timeline	2-6 months after business launching	ongoing growth
Time per week	1-2 hours manual updates	20-30 minutes
Lead capture	Type every lead manually	Automatic from website/forms
Follow-up reminders	Set your own calendar alerts	Automatic notifications
Email visibility	Can't see if leads open emails	Real-time open/click tracking
Lead prioritization	Based on your memory	AI-scoring based on behaviour
Team access	Limited, conflicts common	Unlimited users, real-time sync
Lead source tracking	Manual spreadsheet analysis	Automatic ROI dasboards
Cost	$0	Free CRM or Sales Hub from $15/month

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