Sales by Customer

Revenue breakdown by customer. Identify your best customers and analyse sales patterns.

Overview

Sales by Customer shows how much revenue each customer generated over a period. It helps you identify your most valuable customers and analyse customer concentration.

What it shows

Total revenue by customer
Number of invoices per customer
Percentage of total sales per customer
Customer ranking by revenue

Report columns

Column	Description
Customer	Customer name
Invoices	Number of invoices issued
Total Revenue	Sum of all invoice amounts
% of Total	Customer’s share of total sales

Generating the report

Step 1: Set date range

Select period to analyse
Common periods: This Month, This Quarter, This Financial Year, Last Financial Year

Step 2: Choose reporting basis

Basis	What It Includes
Accrual	All invoices in period (whether paid or not)
Cash	Only paid invoices

Note: Cash basis only includes revenue from invoices that have been paid.

Step 3: Filter by customer (optional)

Show all customers (default)
Search for specific customer

Step 4: Click Generate Report

Understanding the layout

Summary stat cards

Top cards show:

Total Revenue — All sales in period
Total Customers — Number of unique customers
Average per Customer — Revenue / number of customers

Report table


Customer              Invoices    Revenue      % of Total
──────────────────────────────────────────────────────────
ABC Corporation           12     $45,200         32.4%
XYZ Industries             8     $28,500         20.4%
Smith & Associates         5     $15,800         11.3%
Jones Ltd                  4     $12,300          8.8%
Metro Trading              6     $10,400          7.4%
... (more customers)
──────────────────────────────────────────────────────────
TOTALS                    52     $139,500        100.0%

Sorting

Click column headers to sort:

Revenue — Highest to lowest (default)
Customer — Alphabetical
Invoices — Most invoices first

Interpreting the report

Customer concentration

Balanced portfolio:

Top customer < 30% of total
Several significant customers
Long tail of smaller customers

High concentration (risk):

Top customer > 40% of total
Revenue dependent on few customers
Loss of one customer = major impact

Customer value

High value, low frequency:

Large invoices, few per year
Often project-based or B2B
Focus on relationship maintenance

High frequency, lower value:

Many small invoices
Often recurring/transactional
Focus on volume efficiency

Using the report

Customer prioritisation

Identify top 20% of customers (Pareto principle)
These typically generate 80% of revenue
Focus service and attention on these customers

Sales planning

Target similar businesses to top customers
Identify underperforming customer segments
Set customer acquisition goals

Relationship management

Review top customers regularly
Monitor for declining trends
Proactive communication with high-value customers

Performance tracking

Compare periods to spot trends
Track new vs returning customer ratio
Measure customer lifetime value growth

Exporting

CSV export

Generate the report
Click Export → CSV
File downloads as Sales_by_Customer_YYYY-MM-DD.csv

Use CSV for:

Sales analysis in spreadsheet
Customer segmentation
Presentation charts
Historical comparison

Best practices

Regular review

Monthly: Check for customer changes
Quarterly: Analyse trends and concentration
Annually: Strategic customer review

Customer diversification

Avoid over-dependence on single customer
Target growth in underrepresented segments
Develop contingency plans for top customers

Revenue quality

Consider alongside Aged Receivables:

High sales + prompt payment = excellent customer
High sales + slow payment = manage carefully

Customer profitability

Sales by Customer shows revenue only. For full picture:

Also review direct costs per customer
Some high-revenue customers may be low-margin
Consider cost-to-serve differences

AU-specific notes

GST reporting

Report shows gross amounts (including GST)
GST component shown separately in Tax Summary
Revenue for P&L includes GST (accrual basis)

EOFY analysis

Before June 30:

Run full year Sales by Customer
Identify year-on-year changes
Plan for customer retention strategies

Tax considerations

Revenue recognised when invoice sent (accrual)
Not when cash received (different from cash basis)
Ensure all invoices correctly coded

Comparison to other reports