How to calculate projected sales

Updated March 23, 2017

Projected sales figures are used on a pro forma income statement. They show how much a company thinks it will make in an upcoming time period. The period is usually a month or a year. Management bases projected sales on prior results and expectations of the future. Management's projected sales are just an estimate and are usually not 100 per cent accurate. Projected sales created by management should not always be considered accurate because they are normally not audited.

Determine last year's overall sales and the monthly sales from last year. For example, management wants to estimate sales based on its prior year's results for the month of April. Last year, the company had £45,500 in sales and £6,500 of sales in April. This year, the company projected £58,500 in sales for the year.

Divide the prior month's sales by the prior year's sales. In the example, £6,500 / £45,500 equals 14.2857 per cent.

Multiply the per cent of sales the month represented for the prior year by the projected sales for the year. In the example, £58,500 * 14.2857 equals £8,357.1 of projected sales for the upcoming April.

Determine the prior year's annual sales. For example, a company had £45,500 of sales last year.

Create a projection of how much management plans on sales rising. In the example, due to inflation and the introduction of a new product, the company estimates sales will increase 10 per cent.

Add 1 to the per cent increase projection. In the example, 1 + 0.1 equals 1.1.

Multiply the prior year's sales by the number calculated in Step 3. In the example, £45,500 * 1.1 equals £50,050 of projected sales for the next year.

Things You'll Need

  • Information on prior year's sales
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About the Author

Carter McBride started writing in 2007 with CMBA's IP section. He has written for Bureau of National Affairs, Inc and various websites. He received a CALI Award for The Actual Impact of MasterCard's Initial Public Offering in 2008. McBride is an attorney with a Juris Doctor from Case Western Reserve University and a Master of Science in accounting from the University of Connecticut.