Commercial qualification spreadsheet
A template for organising, prioritising and qualifying sales opportunities before the first contact.
In this guide · 4 sections
A list of companies only starts generating business when it becomes more than a collection of names, phone numbers and websites. Before calling, sending an email or opening an opportunity in the CRM, the team needs to know whether that contact deserves priority, what minimum context is needed for the approach and what next step makes sense.
This template was created to turn scattered business data into a simple, actionable and repeatable qualification spreadsheet.
What it is for
The spreadsheet helps answer four questions:
- Does this company belong to our target audience?
- Do we have enough information to make a first contact with context?
- How much priority should this prospect receive compared with the others?
- What action should happen next?
The aim is not to build a perfect database before selling. It is to prevent the team from wasting time on contacts that are a poor fit, duplicated, incomplete or lack a clear commercial hypothesis.
Template fields
Company identification
Use fields such as company name, website, sector, subsector, city, district or region, country, contact source and the date the company entered the list.
When the data comes from Explorador Comercial, the team can start by exporting companies by location, category and public signals. The spreadsheet then acts as a qualification stage before they enter the CRM.
Contact details and channels
Record the phone number, public email address, validated WhatsApp contact, contact page, social profiles, company LinkedIn page, preferred channel and validation status.
Finding a phone number does not mean that a call should be the first step. The value comes from combining channel, context and timing.
Commercial fit
This section helps establish whether the company matches the intended profile: target segment, estimated size, customer type, related Makers product, likely problem, observed business signal and priority level.
Context for the approach
Before the first contact, add at least three useful notes: why the company was included, an observation about its website or digital presence, a possible need, an opening hook, a suggested offer, a likely objection or a recommended next step.
A good sales note should allow another team member to continue the work without starting the research again.
Sales status
Use simple terminology: new, to qualify, ready for contact, contacted, in follow-up, meeting booked, not a fit, no response, lost and converted.
Avoid vague statuses such as “look at later”. The spreadsheet should guide action, not accumulate intentions.
Download and prepare your first list
The template is in CSV format and can be opened in Excel, Google Sheets or another spreadsheet application. Replace the example records with data from your own operation and adapt the fields to your sales process.
If you are still preparing the research, follow the guide to building a company list by city and sector. To explore the journey from research to qualification, see data-led B2B prospecting.
Commercial qualification spreadsheet
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