Gross Sales: What It Is, How To Calculate It, and Examples

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In that case, you will not only be able to keep track of your financial health, but you will also have an accurate baseline for your company’s performance against your competitors. A company’s net sales and gross sales information through the use of an income statement. Therefore, the topline sales number or your gross sales is not your total income which you take home at the end of the day. In order to accurately evaluate your company’s performance, you have to calculate net sales. There are two common metrics that are used to calculate a company’s revenue, namely, Gross sales and net sales.

  • In its simplest form, the net sales figure is the value of your company’s gross sales minus the total value of all your deductions.
  • There should be no discounts, allowances, or returns included in this figure.
  • If a company does not record sales allowances, sales returns, and sales discounts, their net sales value, and gross sales value will be the same.
  • So, in a way, a clear understanding of gross sales vs net sales helps you run competitor analysis.

You can use the metrics learned through the gross and net sales data to steer them in a more profitable direction. Even the sales team can stay motivated when they know their capacity and aim higher based on that. If you can track your gross and net sales, you already have one key performance indicator (KPI) covered. It provides you with an accurate measure of how your sales team actually performs. Whether you’re a small-time business owner or someone planning to scale your business, you must have an accurate measure for sales forecasting.

These two are decisive metrics for handling your business finances and measuring revenue. Not only should you know about gross sales and net sales, but you must also understand their differences. Here are some benefits of learning the difference between gross and sales.

Sales Orders: What They Are Compared to POs & Invoices

Net sales, on the other hand, represents the total figure after the deductions have been made. You can just multiply the number of units you have sold by the unit price. So, if you have sold 100 units in first quarter, and the unit price is $50, your gross sales revenue (also called gross profit) for that quarter equals $5,000. Your company’s income statement is broken out into three parts that support the analysis of capital costs, direct cost, and indirect cost. The direct costs portion of the income statement is where the net sales can be found. Although gross sales do not accurately represent a company’s profits, they do provide a baseline for measuring important sales metrics.

The net sales figure is the amount that analysts and investors would always want to look at while reviewing an organization’s profit and loss account. Net sales are the total of a company’s gross sales excluding its sales returns, sales discounts, and sales allowances. It is the remaining portion of a company’s revenue after deducting the allowances for damaged or missing goods. In other words, it is the amount of revenue reported on a company’s income statement.

In this reality, the most in-demand product on the market is “The Battery Operated Light Up Hooting Garden Owl Pest Deterrent” from Battery Operated Light Up Hooting Garden Owl Pest Deterrent, LLC. Everyone wants one, and their sales team is working hard to meet that demand. By combining the two, you get a more accurate representation of your current sales performance. For example, imagine that your customer ordered $3,000 worth of your product, but they receive the wrong color. While the product still functions correctly, the customer might ask for compensation given that the delivered goods weren’t as described.

Calculation of Gross Vs. Net Sales

Net sales give a more accurate picture of the sales generated by a company as well as show what the company expects to receive at the end of a given period. Gross sales provide you with data regarding how much your sales team has been able to generate. On the other hand, net sales provide you with the data for performance measurement, understanding sales tactics, and improving product and service qualities.

Simply deduct the total value of your sales returns, sales discounts, and sales allowance from your gross sales to get your net income. Net sales allow a company to better evaluate its profits because they include deductions such as allowances, returns, and discounts. This metric can also help you identify which costs are creating the greatest losses in the sales process.

How to add gross and net sales on an income statement

This works for businesses under the return merchandise authorization, that is, businesses that support the return of goods due to conditions like dissatisfaction, delivery error, and more. Sales allowance is a reduction in the price of goods paid by a customer due to minor goods defects. When cases like this happen, the seller offers a sales allowance after the buyer has purchased the goods in question. Now, at the time of purchase, the seller does not know how many buyers would make early payments. So the discount is only offered at the time of receipt of cash from customers. You can dig deeper and analyze your top-performing sales teams to find out if their gross sales is closer to the net sales and if the team is actually bringing in valuable deals.

The gross sales formula is calculated by totaling all sale invoices or related revenue transactions. However, gross sales do not include the operating expenses, tax expenses, or other charges—all of these are deducted to calculate net sales. Gross sales are the total amount of revenue generated by a company from the sale of its products or services without taking into account any discounts, returns, or other deductions. Net sales are the revenue generated by a company after all deductions have been made, including any discounts, returns, and allowances. To calculate the gross sales, simply add up your total sales revenue within a given period of time. You may compute your gross sales depending on your preferred timeline, which may be monthly, quarterly, or annually.

Gross sales and net sales will feature in your financial statements, specifically as the top line on the company’s income statement (also known as a profit and loss statement). If a company provides full disclosure of its gross sales vs. net sales it can be a point of interest for external analysis. Gross sales are generally only significant to companies that operate in the consumer retail industry, reflecting the amount of a product that a business sells relative to its major competitors. A company may decide to present gross sales, deductions, and net sales on different lines within an income statement. Net sales refer to the chunk of the revenue that remains once deductions are made. In getting the net sales figures, you have to consider that these types of deductions have a natural debit balance calculated to neutralize the sales account.

The Formula for Gross Sales Is

In this context, “sales discounts” doesn’t refer to sales promotions, promotional discounts or rebates and seasonal offers, it only applies to the early payment discount. This requires a company to make additional notations to account for the item as inventory. Except for this method, there are other ways of calculating gross sales too. Profits can only be increased if the sale of the business is more than the total expenses bear for the production of the product or service.

How to calculate gross sales:

Companies offering discounts may choose to lower or increase their discount terms to become more competitive within their industry. Gross sales are calculated by adding all sales receipts before discounts, returns, and allowances together. Gross sales are not the final total revenue generated by a company but they are a reflection of the total amount of revenue generated during a given period. Now that you understand the meaning of both gross and net sales, it is time to learn the difference between gross sales and net sales. Understanding your company’s growth and performance is not about what the better measure is between gross sales vs net sales. Sales allowances are price reductions done due to slight product defects.

What’s the difference between gross sales and net sales?

As such, each of these types of costs will need to be accounted for across a company’s financial reporting in order to ensure proper performance analysis. If a business has any returns, allowances, or discounts then adjustments are made to identify and report net sales. Net sales do not account for cost of goods sold, general expenses, and administrative expenses which are analyzed with different effects on income statement margins. Analysts often find it helpful to plot gross sales lines and net sales lines together on a graph to determine how each value is trending over a period of time. If both lines increase together, this could indicate trouble with product quality because costs are also increasing, but it may also be an indication of a higher volume of discounts. These figures must be watched over a moderate period of time to make an accurate determination of their significance.

A high volume of discounts might attract business but severely cut into your profits. On the other hand, many allowances and returns signal the customers aren’t getting enough value from your product or service. Companies that allow sales returns must provide a refund to their customer. A sales return is usually accounted for either as an increase to a sales returns and allowances contra-account to sales revenue or as a direct decrease in sales revenue. As such, it debits a sales returns and allowances account (or the sales revenue account directly) and credits an asset account, typically cash or accounts receivable.

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