Sales ops templates
98 templates across 8 categories: stage definitions, forecast calls, territory and quota plans, comp, and CRM data. Each one downloads as a PDF, an editable CSV for Sheets or Excel, or both, and its page lists the sections and the steps to set it up.
How downloads work
Each template page lists every section and previews the first one. The download form asks for your name, work email, company and role. Submitting it once gives this browser access to every template for 90 days.
98 templates
Pipeline & forecasting templates
All 14 Pipeline & Forecasting templatesPipeline stage definitions template
A pipeline stage definitions template with buyer-verifiable exit criteria, so forecasts stop depending on rep optimism. Free PDF and CSV.
Sales forecast template
A sales forecast template that rolls rep calls into a team number with floor, ceiling, manager calls, and a stage-weighted cross-check. Free PDF and CSV.
Forecast call agenda
A sales forecast meeting agenda for a 45-minute weekly call that ends with a number, named deal risks, and owned actions. Free PDF.
Pipeline review checklist
A pipeline review checklist for weekly manager and rep 1:1s: hygiene checks, deal inspection questions, and a decision log. Free PDF and CSV.
Close plan template
A close plan template (and mutual action plan) built back from the buyer's date, with buyer owners for legal, security, and procurement. Free PDF and CSV.
Pipeline coverage calculator
A pipeline coverage calculator that sets required coverage from your own win rate and shows the pipeline gap by segment, not blended. Free PDF and CSV.
MEDDPICC deal qualification scorecard
A MEDDPICC template that scores each of the eight elements on verified buyer evidence, not rep opinion, with a worked deal example. Free PDF and CSV.
Win/Loss analysis template
A win loss analysis template with a buyer interview guide, a coded reason taxonomy, and a sampling rule so patterns hold up. Free PDF and CSV.
Pipeline generation plan
A pipeline generation plan that back-solves pipeline by source from the bookings target, win rate, and cycle length, with owners. Free PDF and CSV.
Forecast accuracy tracker
Track forecast accuracy and bias by week of quarter and by rep, so you know when the number becomes reliable and whose calls to trust. Free PDF and CSV.
Deal review template
A one-page deal review template for a single strategic deal: buyer-verified evidence, open risks, and a clear commit or no-commit decision. Free PDF.
Renewal forecast template
A renewal forecast template that projects gross and net retention by renewal cohort, with account-level risk flags that roll up. Free PDF and CSV.
Stage probability calibration sheet
Replace default CRM opportunity stage probability with the win rates your own closed deals show, plus a sample-size check. Free PDF and CSV.
Weekly pipeline snapshot
A weekly pipeline snapshot report that shows created, pushed, lost, and won pipeline and reconciles starting to ending every week. Free CSV.
Territory & quota templates
All 10 Territory & Quota templatesSales territory plan template
A sales territory plan template that cuts territories on potential and workload, with written rules of engagement. Free PDF and CSV.
Sales capacity planning calculator
A sales capacity planning calculator that turns headcount, ramp, attrition, and realistic attainment into bookings capacity. Free PDF and CSV.
Sales quota calculator
A sales quota calculator that sets quota from a top-down target and bottom-up territory potential, with an over-assignment check. Free PDF and CSV.
Account tiering model
An account tiering model that scores fit and intent to set tier and coverage, with a scoring rubric and worked examples that add up. Free PDF and CSV.
New rep ramp schedule
A sales rep ramp schedule with month-by-month ramped quota and leading-indicator milestones for new AEs and SDRs. Free PDF and CSV.
Sales headcount plan template
A sales headcount planning template: hires by role and month, tied to ramp, attrition backfill, capacity, and budget. Free PDF and CSV.
TAM/SAM/SOM calculator
A bottom-up TAM calculator that sizes TAM, SAM, and SOM from account counts and ACV, with a capacity check and a worked example. Free CSV.
Annual sales planning checklist
A sales planning checklist that sequences the year from board target to territories, quotas, and comp plans by day one. Free PDF and CSV.
Sales rules of engagement template
A sales rules of engagement template for account ownership, conflicts, inbound on owned accounts, partner-sourced deals, and dispute resolution. Free PDF.
Territory balancing worksheet
A territory balancing worksheet comparing account count, potential, pipeline, and workload, with an imbalance index and a worked example. Free CSV.
Comp & incentives templates
All 13 Comp & Incentives templatesSales compensation plan template
A sales compensation plan template covering OTE, pay mix, measures, tiers, crediting, clawbacks, and disputes in one plan document. Free PDF and CSV.
Sales commission calculator
A sales commission calculator for tiered marginal rates and accelerators, computed deal by deal and reconciled to each period's payout. Free PDF and CSV.
SDR compensation plan template
An SDR compensation plan that pays on accepted opportunities and sourced pipeline, with quality gates, a worked payout, and ramp. Free PDF and CSV.
SPIF program template
A SPIFF template for short-term sales incentives with one target behavior, a hard budget cap, qualification rules, and an end date. Free PDF and CSV.
Commission statement template
A commission statement template that shows reps every credited deal, the tier math, adjustments, clawbacks, and year-to-date totals. Free PDF and CSV.
OTE and pay mix worksheet
An OTE pay mix worksheet that scores how much each role influences the sale, then sets base and variable pay by role with the math shown. Free CSV.
Commission clawback policy template
A commission clawback policy template defining when commission is recovered, how much, how it is recovered, and how reps are told. Free PDF and CSV.
Sales manager compensation plan
A sales manager compensation plan built on team attainment, ramped rep quotas, team breadth, and rules for vacant seats and team size. Free PDF and CSV.
ICM software requirements checklist
An incentive compensation software requirements checklist with weighted requirements and plan test cases to run in every ICM demo. Free PDF and CSV.
Accelerator and decelerator modeler
Model commission accelerator and decelerator designs across 50% to 150% attainment, per rep and for a whole team, before rates are final. Free CSV.
Commission crediting rules template
A split commission policy template covering deal splits, overlays, team selling, and territory transfers, with a worked example for each rule. Free PDF.
Comp plan cost model
A cost of sales calculation model that projects total comp cost as a percent of bookings at 80%, 100%, and 120% team attainment. Free CSV.
Commission dispute log
A commission dispute process and log with intake fields, response SLAs, root-cause codes, and an audit trail for every decision. Free PDF and CSV.
CRM & data hygiene templates
All 11 CRM & Data Hygiene templatesCRM migration checklist
A phase-by-phase CRM migration checklist: field mapping, cleanup, test loads, validation counts, cutover, rollback, and hypercare. Free PDF and CSV.
CRM data audit checklist
A CRM data audit checklist with measurable checks, matching keys, and pass thresholds for completeness, duplicates, and stage integrity. Free PDF and CSV.
CRM implementation plan template
A CRM implementation plan template with workstreams, owners, a 12-week plan, and adoption measures from kickoff to go-live. Free PDF and CSV.
Lead scoring model template
A lead scoring model template with fit and engagement points, negative scoring, decay, an MQL threshold, and a closed-won back-test. Free PDF and CSV.
Lead routing rules template
A lead routing rules template with an ordered rule table, match criteria, destinations, fallbacks, SLAs, and round-robin capacity logic. Free PDF and CSV.
Lead lifecycle stage definitions
Lead lifecycle stages defined: MQL, SAL, SQL, and recycle rules with entry and exit criteria, SLAs, and the timestamps to capture at each step. Free PDF.
CRM deduplication rules
CRM deduplication rules: matching keys by object, field survivorship, merge approval, and prevention at the point of entry. Free PDF and CSV.
Required fields by stage matrix
A matrix of CRM required fields by opportunity stage, with why each field earns its place and the validation rule that enforces it. Free PDF and CSV.
Data enrichment vendor comparison
A data enrichment tools comparison plan: test vendors on your own records and score match rate, accuracy, and cost per usable record. Free PDF and CSV.
CRM data dictionary template
A CRM data dictionary template covering API name, definition, owner, source of truth, required stage, and downstream consumers per field. Free PDF and CSV.
CRM adoption scorecard
A CRM adoption scorecard that measures usage and data quality by rep, with weighted metrics, formulas, and a worked example. Free PDF and CSV.
Enablement & process templates
All 17 Enablement & Process templates30-60-90 day sales plan template
A 30 60 90 day sales plan template for new AEs, with learn, do, and produce milestones a manager can check at each review. Free PDF and CSV.
Sales playbook template
A sales playbook template built from plays with a trigger, a target persona, steps, and an exit criterion, so reps can run it. Free PDF and CSV.
Discovery call question bank
Discovery call questions grouped by what you need to learn: pain, impact, decision process, timing, alternatives, plus weak versions to avoid. Free PDF.
Ideal customer profile template
An ideal customer profile template built from closed-won, closed-lost, and churn data, with firmographic fields and a scoring model. Free PDF and CSV.
Strategic account plan template
A strategic account plan template with a buying-group map, whitespace by business unit, and a 12-month action plan tied to revenue. Free PDF and CSV.
Sales onboarding plan template
A sales onboarding plan template with a week-by-week program, certifications, and ramp checkpoints that show whether a hire is on track. Free PDF and CSV.
Competitive battlecard template
A one-page battlecard template: where we win, where we lose, landmine questions, traps to avoid, and proof, built from win-loss data. Free PDF.
Objection handling template
An objection handling template: each objection, what sits behind it, a clarifying question, a response that has worked, and proof. Free PDF and CSV.
Account executive interview questions
Account executive interview questions with what a strong and a weak answer contain, plus a discovery roleplay exercise and scoring notes. Free PDF.
Sales call scorecard
A sales call scorecard with behavior-anchored ratings, so two managers scoring the same recording land on the same number. Free PDF and CSV.
Sales to CS handoff checklist
A sales to customer success handoff checklist: what sales must document before a customer goes to onboarding, and when CS sends it back. Free PDF and CSV.
Sales process map template
A sales process map template from lead to renewal, with stages, owners, systems, entry and exit criteria, and handoffs for each step. Free PDF and CSV.
Sales coaching 1:1 template
A sales coaching template for weekly 1:1s that keeps pipeline review, skill coaching, and career development in separate, timed blocks. Free PDF.
SDR to AE handoff checklist
An SDR to AE handoff checklist with acceptance criteria, required context, and reject reasons that end disputes over meeting quality. Free PDF and CSV.
Sales interview scorecard
A sales interview scorecard for AE and SDR hiring, with weighted competencies, behavior anchors, and a debrief process that limits bias. Free PDF and CSV.
RevOps RACI template
A RevOps RACI template that assigns who is responsible and accountable across sales ops, marketing ops, CS ops, systems, and finance. Free PDF and CSV.
Sales kickoff planning checklist
A sales kickoff planning checklist covering SKO content, logistics, and a timeline for rolling out territories, quotas, and comp plans. Free PDF and CSV.
Vendor & buying templates
All 16 Vendor & Buying templatesCRM RFP template
A CRM RFP template with weighted requirements, a fixed vendor response scale, scripted demos on your own data, and commercial questions. Free PDF and CSV.
CRM requirements template
A CRM requirements template that gathers needs by persona and process, with MoSCoW priority and a link to each RFP requirement ID. Free PDF and CSV.
Sales software evaluation scorecard
A software evaluation scorecard for sales tools with weighted criteria, 1-5 anchors, and a required evidence column for every score. Free PDF and CSV.
Sales tool business case template
A software business case template for sales tools: full cost, one measurable outcome, conservative payback math, and a kill criterion. Free PDF and CSV.
RevOps tech stack audit template
A sales tech stack audit template for every revenue tool's cost, seat usage, renewal date, and overlap, with a keep or cut decision. Free PDF and CSV.
Sales engagement platform RFP template
A sales engagement platform RFP template covering deliverability, CRM sync depth, sequence governance, and AI approval steps. Free PDF and CSV.
Sales tool ROI calculator
A sales tool ROI calculator that turns time saved and conversion lift into dollars, with conservative haircuts and a worked example. Free PDF and CSV.
CPQ RFP template
A CPQ RFP template with weighted requirements for your pricing model, discount approvals, amendments, and ERP and billing integration. Free PDF and CSV.
SaaS contract negotiation checklist
A SaaS contract negotiation checklist for terms beyond price: uplift caps, seat flexibility, true-ups, exit, data export, SLAs, and auto-renew. Free PDF.
Revenue intelligence RFP template
A revenue intelligence RFP with weighted requirements for call capture, deal inspection, forecasting, and CRM sync, plus scripted demos. Free PDF and CSV.
Software pilot plan template
A software pilot plan template: time-boxed, with success criteria agreed before it starts, a control group, and a go or no-go decision. Free PDF and CSV.
Vendor security review checklist
A vendor security review checklist for tools touching CRM data: SSO, scopes, residency, subprocessors, retention, and certifications. Free PDF and CSV.
Commission software RFP template
A commission software RFP with weighted requirements and plan test cases for splits, accelerators, mid-period changes, and clawbacks. Free PDF and CSV.
Sales forecasting software RFP
A forecasting software RFP with weighted requirements for forecast methods, roll-ups, overrides, snapshots, and accuracy reporting. Free PDF and CSV.
Sales tool rollout plan
A software rollout plan for sales tools with a launch timeline, training by role, adoption metrics set in advance, and a 60-day review. Free PDF and CSV.
SaaS renewal tracker
A software renewal tracker with notice deadlines, decision-by dates, and uplift caps, so revenue tools stop auto-renewing by accident. Free PDF and CSV.
RevOps metrics & reporting templates
All 13 RevOps Metrics & Reporting templatesSales QBR template
A sales QBR template that looks back at results, diagnoses the gaps with lost-deal data, and commits to owned changes for next quarter. Free PDF and CSV.
Sales KPI dashboard template
A sales KPI dashboard template with leading and lagging KPIs, written formulas, one owner per KPI, and a review cadence. Free PDF and CSV.
Weekly sales report template
A one-page weekly sales report template covering bookings, a pipeline movement bridge, forecast change by manager, and top risks. Free PDF and CSV.
SaaS metrics definitions sheet
SaaS metrics definitions for ARR, NRR, GRR, CAC, win rate, and more, with formulas, inclusions, owners, and worked examples. Free PDF and CSV.
Sales rep scorecard
A monthly sales rep scorecard that weights outcome and input metrics, caps overachievement, and turns the score into a coaching focus. Free PDF and CSV.
Board deck sales metrics template
The board deck sales metrics that matter on five to six slides: ARR bridge, plan vs actual, coverage, retention, efficiency, and capacity. Free PDF.
Sales funnel conversion calculator
A sales funnel calculator that back-solves required leads, MQLs, meetings, and opportunities from a bookings target, by channel. Free CSV.
CAC payback calculator
A CAC payback calculator on gross margin, by segment and channel, with fully loaded CAC and a worked example of what blending hides. Free PDF and CSV.
Net revenue retention calculator
A net revenue retention calculator for cohort NRR and GRR by segment, with expansion, contraction, and churn broken out separately. Free CSV.
LTV to CAC calculator
An LTV CAC calculator that uses gross margin, caps the assumed customer lifetime, and shows how uncapped lifetimes inflate the ratio. Free CSV.
Monthly business review template
A monthly business review template for the go-to-market team: 90-minute agenda, plan vs actual scorecard, written memo, and decision log. Free PDF.
Sales velocity calculator
A sales velocity calculator using opportunities, win rate, deal size, and cycle length, with lever sensitivity and a by-segment view. Free PDF and CSV.
Sales efficiency (magic number) calculator
A SaaS magic number calculator with revenue, net new ARR, and gross-margin variants, plus bookings per dollar of sales and marketing. Free CSV.
Deal desk & pricing templates
All 4 Deal Desk & Pricing templatesDiscount approval matrix
A discount approval matrix mapping discount bands and deal size to approvers, plus payment terms, liability caps, and SLAs. Free PDF and CSV.
Deal desk operating model
A deal desk process template: charter, scope, intake triggers, staffing, SLAs, escalation, and metrics for standing up a deal desk. Free PDF.
Quote-to-cash checklist
A quote to cash process checklist of the control points from quote to invoice where revenue leaks, with owners and systems. Free PDF and CSV.
Deal desk request form
A deal desk request form that captures commercials, non-standard terms, and justification so approvals happen in one pass. Free PDF and CSV.