What Is the Sales Revenue Formula? (With Tips To Increase Revenue)

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For serviced-based companies, revenue is expressed as a product of the number of customers served an average price of service, which is represented as,

The sales revenue formula calculates revenue by multiplying the number of units sold by the average unit price. Service-based businesses calculate the formula slightly differently: by multiplying the number of customers by the average service price. Revenue = Number of Units Sold x Average Price.

How to Calculate Break Even Point in Sales Revenue (Learn the Easy Way)

How to calculate sales revenue

Use the following steps to calculate your sales revenue:

1. Determine unit price

Verify the selling price of each unit you sell. If you have one product you will only have one price. If you sell multiple products you will need the price for each type.

2. Calculate total units sold

Identify the number of units sold for each product you sell. This allows you to determine the amount of sales revenue generated from your operating activities.

3. Multiply price by units

The sales revenue formula is the price per unit multiplied by the number of units sold.

Lets say you are selling books and charge $20.00 per book. Last year you sold 5,000 books. Your total sales revenue would be:

Sales revenue = $20.00 x 5,000

Sales revenue = $100,000

Now, lets say you sell books, but hardcover copies are $30.00 and paperback books are $20.00. You sold 3,000 hardcover books and 2,500 paperback books. Your total sales revenue would be:

Sales revenue = ($30.00 x 3,000) + ($20.00 x 2,500)

Sales revenue = ($90,000) + ($50,000)

Sales revenue = $140,000

What is sales revenue?

Sales revenue is the amount of money made from the sales of goods or services over a specified time period. Revenue is usually reported monthly, quarterly or annually. It indicates whether a company has profited or lost money over that time period.

Why is calculating sales revenue important?

Calculating sales revenue is important because it directly reflects how your business is doing. Revenue tells you if you fell short, met or exceeded sales goals. It determines your ability to:

Its important to know if you have sufficient revenue to cover all of your expenses or if you need to finance or raise money to sustain the business.

Additionally, calculating sales revenue helps you forecast future growth. When you know where your business stands financially, you can create effective strategies to drive sales higher and analyze and address areas that need improvement.

What is the difference between net revenue and gross revenue?

Gross revenue is how much you have earned before deducting your expenses. Net revenue is how much you earned after deducting your expenses. Your expenses include all costs related to operating your business. These costs may include, but are not limited to:

How to improve sales revenue

There are four ways to improve sales revenue:

Increase the number of customers you serve

One way to increase sales revenue is to serve more customers. The more customers you have, the more product you will sell. Assuming your sales prices remain the same, revenue will increase due to a simple increase in units sold. New client acquisition normally requires the most time, money and effort.

Increase the average transaction size of each customer

Another way to increase revenue is by increasing how much a customer buys in one single transaction. Upselling is a common way to achieve this. This sales method persuades the customer to purchase upgrades and add-ons to increase the profitability of a sale, without increasing the number of customers.

Increase the number of transactions a customer makes

Encouraging your customers to purchase from you more often is another way to increase revenue without using a lot of resources. Assuming your prices remain the same, you can increase revenue through an increase in units sold over the same time period, to the same amount of customers. This is achievable in several ways, such as increasing your minimum order size, or packaging products and services together.

Increase the prices of your goods

Assuming your prices, transaction size and amount of customers remain the same, you can increase revenue through an increase in price per unit. By repositioning yourself as a qualified expert in your industry you can target an audience more likely to purchase at a higher price. Some companies also offer tiered products that appeal to multiple buyer price points.

How companies use sales revenue results

Sales revenue is more than just profits and losses. Knowing your sales revenue allows you to examine the trends in your sales over a period of time. Understanding trends helps you understand your business. By analyzing customer buying behavior week to week, you can create specific sales strategies to target those customers and maximize your revenue.

Additionally, studying sales trends monthly can help you establish a relationship between your sales volume and seasonality. If you sell more units of one product during the summer months, you can develop strategies to increase the number of units sold or transaction sizes to increase revenue during that time.

How to create a sales revenue strategy

Here are a few simple steps to follow to create a revenue strategy that maximizes your sales:

1. Assess your previous year of business

Before you can create an effective sales revenue strategy, you should look at your previous year of business and ask yourself some important questions such as:

By answering questions about how your business operated over the last year and what contributed to that, you can better understand how to prepare a strategy for the next year.

2. Create a clear profile for your ideal customer

For many companies, the largest portion of revenue comes from a small percentage of clients. Its crucial to understand which of your clients spend the most money, buy the most products and have the shortest sales cycle. A sales cycle is the process a business goes through to close a sale, from client acquisition to the actual purchase of a product or service.

Also, knowing exactly who your customer is helps marketing and sales spend their time and resources efficiently to attract leads and convert them to buying customers with repeat business.

3. Analyze sales, marketing and production together

All of the departments in your company function as one unit. Envision your company as a machine with individual working parts that must all operate together. Determine your strengths and weaknesses, then discuss with your team what needs to happen to minimize any internal or external obstacles that may prevent revenue growth. Also, discuss what is working and how you can expand on that as a team.

4. Think about expansion

Now that you have a good idea of where your business stands and where it can improve, think about how you want your business to grow. Start creating a marketing strategy and consider some of the following questions:

Existing accounts tend to cultivate the least-expensive and quickest revenue increase. Slower, more expensive revenue increase usually comes from new sales and new territories.

5. Create clear revenue goals

Based on your analysis of your target audience and expansion possibilities, you can create clearly-defined revenue goals and sales quotas for the next year. Revenue goals for customers and territories will help you create specific individual marketing plans for multiple market segments.

6. Determine your marketing positioning

Once you have a marketing plan based on your intended growth and target market, you can begin building a marketing strategy to position your company and your products/services correctly. Marketing, sales and product teams should work together to determine positioning statements, create buyer personas based on sales and market research and craft value propositions that meet each market segments needs and desires.

7. Develop a specific plan of action

To increase revenue, a well-thought-out plan must exist. An effective marketing strategy will maintain repeat customers and have an efficient sales process called “a funnel” that smoothly transitions people from leads to buyers. Each sales rep will understand their sales goals and know how to work the sales funnel to acquire customers and close them.


What is total sales revenue?

Total sales revenue, also known as gross sales, is the combined value of goods and services a business delivers to its customers during a specific reporting period.

How do you calculate sales revenue on a balance sheet?

Total Revenue = Number of Units Sold X Cost Per Unit

You can use the total revenue equation to calculate revenue for both products and services. To make it easy to remember, just think “quantity times price.”

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