gross sales vs net sales

But they’re not the only sales metrics you should analyze and monitor regularly. As a sales manager, you can create a plan around working with other teams to address customer concerns and discuss ways to add value to increase profits. If you find your business offering allowances on a regular basis, something needs to change. Continually offering allowances not only impacts your revenue, but it can make it harder to accurately forecast your future sales. Analyzing gross and net sales helps guide your decision-making process. It gives you real insight into your sales performance, which helps you make informed and strategic decisions.

Is VAT calculated on net or gross?

You calculate 20% VAT by calculating the net amount x 1.20, then you have the gross amount. If you want to know how much VAT is in the amount, you calculate the gross amount / 1.20 = net amount * 0.20. The result is the VAT included.

This gives your business a healthy cash flow, but if the discount is too high or if too many customers are using it, it can affect your final sales figure. Net sales is what remains after all returns, allowances and sales discounts have been subtracted from gross sales. When examining gross sales analysts are able to get an idea of the business’s ability to capture overall market share.

Unlock a measurable sales pipeline

This is because of the fact that the gross sales figure is calculated before the calculation of the net sales figure. A sales return occurs when a buyer sends a product back to a seller for a partial or full refund. 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. It is best to report gross sales, followed by all the discounts that were given on sales and then listing the net sales number.

However, you could offer a sales discount of 1% off if they pay within 10 days (this particular offer would be known as a 1/10 net 30 in discount terms). Lastly, take all the income identified in Step Two and add the resulting numbers together to obtain your gross revenue. Make sure to include all the recognizable revenue within the established timeframe, as governed by GAAP (generally accepted accounting principles). Cash flow represents the amount of money flowing into and out of a business for various reasons. Gross revenue, on its end, represents the money flowing into the business—be it from sales, interests, or royalties.

Gross Sales vs Net Sales: Key Difference

Zendesk automates the measurement of sales metrics so you can focus on keeping your top and bottom lines strong. Here, we’ve outlined some of the common causes that can increase the distance between gross and net sales, as well as some advice for how to get your sales back on track. This is where reviewing net sales alongside gross sales comes in handy. From damaged goods to late deliveries, customers can decide to send the product back for a variety of reasons, and as long as they’re in line with your return agreement, they can request a refund. As all the deductions have to be made retroactively, you can only calculate your net sales at the end of the sales period.

  • Deductions are important in understanding how well a business is selling its product or service.
  • Although gross sales do not accurately represent a company’s profits, they do provide a baseline for measuring important sales metrics.
  • Gross sales incorporate all of these deductions, while net sales are a company’s gross sales minus these three deductions.
  • If they promptly returned it with a return authorization number issued by the company, they’d likely get a refund.

There were some sales returns—a few batches were a little off, so some online customers asked for refunds. Sales analysts get significant insight from the difference between gross and net sales. This gives clear insights into the performance of sales and customer service strategies and turnover rates. Knowing these things helps marketing and sales teams to tweak and optimize their strategies to improve these metrics. Put simply, gross sales are your total before any VAT, discounts or other amounts are removed. Gross sales allow a company to determine their ‘top line’, the total revenue before these amounts are removed.

Net revenue definition

Returns refers to the monetary value of all returned items, and allowances equals the total value of the discounts offered for the gross sales. Two of the most common figures to track are gross revenue and net revenue. While they may sound similar, they measure your business’s potential in different ways, and it’s crucial that you know how to calculate and interpret each. Gross sales and net sales are important metrics to understand — both in relation to and independently of one another. If you’re trying to determine whether your business needs to change how it approaches its sales efforts or improve its product quality, you’ll likely need to consider both figures. Net revenue, on the other hand, is great for tracking your profitability and provides considerably more insight than simple gross revenue.

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The direct costs portion of the income statement is where net sales can be found. Net sales show you how many customers are using your early-payment discount. If these discounts are increasing, it means more of your customers are paying their bills promptly.

Gross revenue explained: Definition, calculation, recognition & recording

The net sales figure on an income statement shows how much revenue remains from gross sales when sales discounts, returns and allowances are subtracted. A boutique clothing store made $5,000 in total sales last month – this is the gross sales revenue for the period. However, some of the items sold were discounted by 50% because they were left over from last season. Furthermore, customers returned some items because they were either unwanted gifts or did not fit properly.

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In closing, the net sales of our company in the period are $7.64 million. The discount adjustment can be calculated as the product of the two inputs. From here, the owners can begin to investigate how they can improve operational efficiency and profit per item sold. This is the amount of money you’ve given back to customers when they return goods they bought from you. Knowing this, you’ll be able to make decisions around product quality, the accuracy of your advertisements, and the reliability of your shipping methods. From the list below, we can see that nomz offers a number of products.


Calculating net sales helps you to determine how much of your gross sales revenue is lost to returns, discounts and allowances. By measuring the ratio of gross to net income against your competitors, you can see how much potential revenue is lost to these costs. Gross sales isn’t a particularly accurate metric when considering the health of a business or its sales processes.

You’ll use this formula to calculate how much of your business’s gross income is left over after accounting for all of the company’s expenses. Tracking your gross sales provides a way to measure the total amount of revenue made by sales teams. In the same the difference between direct costs and indirect costs view, net sales gives insight into the effectiveness of your team’s sales tactics as well as the quality of your products or services. Using both gross and net sales, you can understand how well your sales team is performing and how they can sell better.

Can net sales be higher than gross sales?

The difference between gross sales and net sales can be of interest to an analyst, especially when tracked on a trend line. If the difference between the two figures is gradually increasing over time, it can indicate quality problems with products that are generating unusually large sales returns and allowances.