If you’re in sales (or manage salespeople), you know that deal tracking can be a mess. Spreadsheets everywhere, notes in random places, and everyone’s “system” is different. If you’re serious about keeping your pipeline clean, you need a way to standardize how deals get tracked—without slowing your team down.
That’s where Scratchpad comes in. It plugs into Salesforce but gives you a much saner workspace. One of its best features? Custom sales templates. Used right, these can cut down on busywork, reduce mistakes, and keep your whole team using the same playbook.
This guide is for folks who want to stop winging it and start using templates that actually fit how they sell. We’ll walk through creating, managing, and tweaking custom sales templates in Scratchpad—plus a few honest truths about what’s worth your time.
Why bother with custom sales templates?
Let’s get real: most teams don’t use templates because the default ones are useless, or they’re a pain to update. But a good custom template can:
- Speed up deal updates (less clicking around)
- Make sure reps aren’t missing key info
- Give managers a real snapshot of pipeline health
- Cut down on “Can you send me your notes?” Slack messages
But don’t get sucked into making templates for everything. Start simple, make one or two that solve real headaches, and build from there.
Step 1: Figure out what you actually need to track
Before you even log in to Scratchpad, grab a notebook or open a doc and list out:
- The fields your team actually updates during a deal (not just what Salesforce wants)
- The info you always ask for in deal reviews
- What’s missing from your current process
Don’t build a 20-field monster because you “might need it someday.” Start with the basics: the stuff you use every week.
Pro tip: Ask your reps what fields they wish were front-and-center when updating deals. Managers are usually surprised by the answers.
Step 2: Create a new template in Scratchpad
Alright, you know what you want. Here’s how to set it up:
- Log in to Scratchpad.
- Make sure your Salesforce connection is working. If not, fix that first—otherwise, nothing here will save you.
- Head to the Templates section.
- Usually, you’ll find this in the sidebar. If you don’t see it, you might not have permission—ask your admin.
- Click “Create Template.”
- Give it a name that actually means something (e.g., “AE Deal Update” or “Renewal Checklist”).
- Choose your object.
- Most teams start with Opportunities, but you can build templates for Accounts, Contacts, or custom objects if needed.
- Add fields.
- Search and select the fields that matter. Scratchpad will pull these from Salesforce.
- Drag to re-order. Put high-priority stuff at the top.
- Add sections or instructions if needed.
- You can add text blocks for reminders (“Don’t forget to confirm next steps!”) or group fields logically.
- Save the template.
- Don’t worry about getting it perfect. You’ll tweak it later.
What to ignore: Don’t bother with fields nobody ever updates, or ones filled automatically by Salesforce. If you add too much, reps will ignore the template—and you’ll be back to chaos.
Step 3: Roll out your template to the team
A template is worthless if nobody uses it. Here’s how to get it in front of your team:
- Set sharing settings.
- Decide if the template is just for you, or if it should be shared team-wide. You can usually choose individuals, roles, or everyone.
- Communicate (briefly).
- Skip the 20-slide deck. Send a quick note: “Hey, new deal update template in Scratchpad. Use it for all pipeline reviews starting this week.”
- Pin the template.
- Show folks how to set the template as their default view for opportunities or whatever object you’re tracking.
- Check who’s using it.
- Most teams can see usage stats in Scratchpad. If nobody’s using it, ask why. The problem is usually in the template, not the people.
Honest take: If your template adds steps or feels like busywork, reps will find a way around it. Make sure it actually helps them move faster—not just fill in blanks for management.
Step 4: Use templates for real deal tracking
Here’s where you see if your template actually works. Try this:
- Have reps update deals live in Scratchpad during pipeline reviews.
- Spot any fields that always get skipped or spark confusion.
- Watch for double entry—if folks have to update info in two places, something’s broken.
Pro tip: Use templates to standardize deal hygiene, not just reporting. For example, add a “Next Step” field that’s required, or a checklist for MEDDIC/BANT/whatever framework you use.
Step 5: Tweak and improve (but don’t over-engineer)
Templates aren’t “set it and forget it.” Every few weeks, check in:
- Are reps skipping certain fields? Maybe they’re not useful.
- Are there new steps in your sales process? Add them.
- Is management still asking for info you thought was covered? Time to adjust.
Don’t let your template become a Frankenstein of every manager’s wishlist. Keep it lean. Kill fields that don’t earn their keep.
What’s overrated: Fancy template designs, color-coding everything, or adding a field for every possible scenario. If your team’s groaning about the template, you’ve gone too far.
Step 6: Version control and managing multiple templates
If you have different sales motions (new biz vs. renewals) or teams (AEs vs. SDRs), you’ll probably need more than one template.
- Clone templates for minor tweaks instead of building from scratch every time.
- Name templates clearly (“AE New Logo – North America” beats “Template 3”).
- Archive old templates so folks don’t get lost in a sea of outdated options.
- Review templates quarterly—kill what’s not being used.
Don’t make templates for edge cases unless it’s a recurring pain. Otherwise, you’ll just create more admin work.
What Scratchpad templates can’t fix
Let’s be honest—no template will magically make a bad process good. If your team isn’t following up, or leadership doesn’t know what info they need, templates won’t save you. Also:
- Templates can’t “enforce” behavior. They just make it easier to do the right thing.
- If your Salesforce fields are a total mess, you’ll need to clean those up too.
- Templates don’t replace real pipeline conversations. They just give you better info, faster.
If you find yourself spending more time building templates than selling, take a step back.
Keep it simple and iterate
Custom sales templates in Scratchpad can be a game-changer, but only if you keep them practical and easy to use. Start with the basics, get feedback, and don’t be afraid to cut what isn’t working. The best templates are the ones your team actually uses—everything else is just noise.
Remember: it’s better to have a simple, living template than a perfect one nobody touches. Build, test, trim, repeat. That’s how you really get better deal tracking—without driving your team nuts.