NUMBERS AND FORECAST

Which sales numbers to look at every week

“Seven Weekly Numbers” is an Excel spreadsheet where you enter nine numbers once a week. From them it calculates seven metrics and compares the week with the weeks before. The definitions are shared by the whole team and written down in a separate document, so the meeting is about the number, not about how it was counted.

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  • English
  • updated October 13, 2026
Seven paper cards with small charts in a row, one card saffron, a fountain pen beside them

Who it is for

Who it is for

For an owner or the manager of a sales team of up to 10 people whose numbers live in the CRM, in a chat and in people’s heads. Their meetings start with an argument about whose number is right.

What this means for you

Pick the option that fits you, and the answer for your situation appears below.

Industry
Real estate and constructionRenovation and interiorsEducation and coursesHealthcare and beautyTravel and hospitalityManufacturing and wholesaleRetail and e-commerceBusiness services (consulting, marketing, IT, accounting)Auto and transportationFinance and insurance

Real estate and constructionSome weeks may have no sales at all. Then the main weekly numbers are inquiries, replies on time and conversations. Decide in the Numbers agreement whether a property viewing counts as a conversation.

Renovation and interiorsYou sign few contracts a week and do more site visits. Decide in the Numbers agreement whether a site visit counts as a conversation, and whether a contract without a deposit counts as a sale.

Education and coursesSales come in waves before each course starts, so neighboring weeks compare poorly. Look at the Month tab, and decide in advance what counts as a sale when a customer pays in installments.

Healthcare and beautyA sale is usually a paid booking or package. Write this rule into the Numbers agreement right away, or a deposit and the final payment will count as two sales.

Travel and hospitalityThe numbers depend heavily on the season, so compare a week with the same week last year if you have it. And decide whether a booking without full payment counts as a sale.

Manufacturing and wholesaleThere are few deals a week, and one large order changes the whole picture. Look at the Month tab and decide whether a repeat order from a regular customer counts as a sale.

Retail and e-commerceCompare sales by count and by amount: the spreadsheet keeps both. And decide in advance whether an order that was returned counts as a sale.

Business services (consulting, marketing, IT, accounting)There are few deals a week, and one large deal changes the whole picture. Look beyond the week to the Month tab, where the history shows.

Auto and transportationDecide in the Numbers agreement what counts as a sale: the contract, the payment or the vehicle handover. Otherwise the same car lands in different weeks for different people.

Finance and insuranceDecide in advance whether a renewal of an existing policy or contract counts as a sale. If renewals are added to new business, growth looks bigger than it is.

Experience in the role and team size do not change the spreadsheet: the nine numbers are the same for a team of two and a team of ten.

What it does not do

  • it does not connect to your CRM or ad accounts: the nine numbers are entered by hand;
  • it does not build a forecast or set a target;
  • it does not draw charts: it is a history of weeks with shared definitions.

What is inside

What you get

  • Start-here.pdf

    one page: where to begin

  • Seven-Weekly-Numbers.xlsx

    7 tabs: How to use, Weekly entry, Week review, Month, Glossary, Filled example, Checklist and notes

  • How-to-read-your-numbers.pdf

    13 pages: one card per metric and what to look at when a week is worse than usual

  • Numbers-agreement.docx

    Word: the metric definitions and the sale rule, for the team to sign

ZIP 518 KB, English; the spreadsheet uses Excel 2016 functions.

Seven weekly numbers

  • new inquiries
  • reply on time, share
  • conversations and meetings
  • proposals
  • deals with a step and a date, share
  • sales (count and amount)
  • overdue actions

How it works

How it works

Seven weekly numbers

Seven weekly numbers1New inquiries2Reply on timeshare3Conversations4Proposals5Deals with a step and dateshare6Salescount and amount7Overdue actionsSeven weekly numbers1New inquiries2Reply on timeshare3Conversations4Proposals5Deals with a stepand a dateshare6Salescount and amount7Overdueactions
What you see every week. You enter nine numbers by hand; the spreadsheet calculates seven metrics and compares the week with the ones before.

The week in the spreadsheet

The week in the spreadsheetNumbers agreementthe team signsthe definitionsWeekly entrynine numbersWeek reviewcompared with past weeksMonthhistory and trendThe week in the spreadsheetNumbers agreementthe team signs the definitionsWeekly entrynine numbersWeek reviewcompared with past weeksMonthhistory and trend
How it works. One set of definitions for everyone, so the meeting is about the number, not about how to count it.

Questions

Questions and answers

Which sales numbers should I look at every week?

New inquiries, the share of replies on time, conversations and meetings, proposals, the share of deals with a next step and a date, sales by count and amount, and overdue actions. From these the spreadsheet also calculates the average deal size and the conversion between stages.

How do I agree with the team on what counts as a sale?

Write the sale rule and the metric definitions into the Numbers agreement and have the whole team sign it. A disputed case goes into the notes with the date of the decision.

How long does it take to fill in?

About 15 minutes a week: nine numbers for the past week. The spreadsheet builds the comparison with the previous week itself.

Does the spreadsheet catch entry errors?

Yes. You cannot enter more replies on time than inquiries, or a week start that is not a Monday. The sheet tells you what is wrong in the row.

Will it work in Google Sheets?

The spreadsheet was built and tested in Excel, with formulas limited to Excel 2016. We have not tested it in Google Sheets.

How do I get the spreadsheet?

Click “Buy for $29” and pay on the Gumroad page. After payment is confirmed, we’ll email your download link. Your materials will also appear in your account. Questions about the files: info@headofsales.me.

Author

Who made this

Natalia Kotovich

Author: Natalia Kotovich. About the author: .
Updated .

Route

Before and after this

Before thisLead Response AuditBefore thisFirst 30 Days Sales Manager Operating KitAfter thisPipeline Review in 45 Minutes

Every term on this page is explained in the sales manager’s glossary, the same one for all our materials. Free: the Sales Manager’s Map, the conversation with the owner, the first 30 days checklist, the guides “How to run a sales meeting” and “Sales funnel stages”.

Nine numbers on Friday, and on Monday the whole team looks at the same figures.

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