How to Project Sales by Customer

QuickBooks is great about giving you historical data, and the ability to analyze that data. When it comes to projecting, or forecasting financial information, I am still a big fan of using a spreadsheet application like Microsoft Excel. This is where we’ll project sales by customer, but we’ll base it on a sales by customer summary in QuickBooks. 

I’m also a fan of Google Sheets. In the next video, I’ll show you how you can convert your Microsoft Excel Sales by Customer Projections to Google Sheets. Then I’ll discuss some of the advantages.

Why would you want to project sales by customer from QuickBooks in Microsoft Excel?

This is the time of year (Jan – Feb) when you want to analyze last year’s sales to see how you did. The main reason for doing this, is to gain insight into two, very simple, and very important things:

  1. What should you be doing more of?
  2. What should you be doing less of?

Seeing your sales broken down by customer, and then projecting that out into the future, can give you great insights into what is working, and what isn’t. It also helps you see where you might want to be focusing more of your energy.

Depending on the business model, this may or may not be really useful, so before diving in and looking at how to project sales by customer from QuickBooks, in Microsoft Excel, consider the following. Does your company have many unique customers (like a retail business)? Or does your company have recurring income from many of the same customers (like many service based businesses)?

If you have many unique customers, then this is not the way to go. If anything you will want to look at projecting sales by product, instead of sales by customer. We’ll look at that in a future post. For those of you who have many of the same customers paying you each month, read on, and watch the video. I’ll show you how to start in QuickBooks with a Sales by Customer Summary, and total it by month. Then we’ll export that into Microsoft Excel, so we can project sales by customer from QuickBooks in Microsoft Excel.

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