eCommerce Glossary
This e-commerce glossary features over 250 essential terms every online seller should know to succeed in digital commerce.
Days Sales Outstanding (DSO) is a key financial metric that measures the average number of days a company takes to collect payment after making a sale. It is an essential indicator of a business’s cash flow health and efficiency in managing accounts receivable. A lower DSO suggests that the company collects payments quickly, while a higher DSO may indicate delays in receivables or potential issues with customer payments.
How Does Days Sales Outstanding (DSO) Work?
To calculate DSO, use the following formula:
DSO = ( Accounts Receivable / Total Credit Sales ) × Number of Days
Where:
Accounts Receivable is the total amount of money owed by customers.
Total Credit Sales is the total sales made on credit.
Number of Days is usually the number of days in the period you are analyzing (e.g., 30 days).
Why Is Monitoring Days Sales Outstanding (DSO) Important?
- Cash Flow Management: A low DSO indicates that a company is collecting payments quickly, ensuring steady cash flow for operational expenses and growth. A high DSO, however, can create liquidity issues and impact the ability to invest in business expansion.
- Credit Policy Evaluation: DSO provides insights into the effectiveness of a company’s credit policies. If DSO is consistently high, it may indicate that credit terms are too lenient or that customers are struggling with payments. Businesses may need to adjust payment terms or implement stricter credit checks.
- Operational Efficiency: Monitoring DSO helps identify inefficiencies in the receivables process. A higher-than-average DSO could signal delays in invoice processing, customer disputes, or collection efforts. Streamlining these processes can help reduce payment delays and improve cash flow.
How to Improve Days Sales Outstanding (DSO)?
Businesses looking to reduce DSO and speed up collections can take the following steps:
- Invoice Promptly: Send invoices immediately after delivering goods or services.
- Offer Discounts for Early Payments: Encourage customers to pay sooner with small incentives.
- Strengthen Credit Policies: Conduct credit checks before extending credit to new customers.
- Automate Payment Reminders: Use accounting software to send timely reminders and follow-ups.
- Improve Customer Relationships: Maintain clear communication with customers to avoid disputes.
By actively monitoring and improving DSO, businesses can ensure better cash flow management, reduce financial risks, and enhance overall operational stability.