What is Gross Margin?

Gross margin is the difference between revenue and direct costs, divided by revenue. In other words, it's a company's profit before accounting for overhead, taxes, and interest. Gross margin is expressed as a percentage.

Sales Development
What are some tips for tracking Gross Margin?

1. Know your variable costs. This is the first and most important step in tracking your gross margin. Be sure to include all direct costs associated with producing your product or service, such as raw materials, labor, and shipping.

2. Calculate your selling price. Once you know your variable costs, you can calculate how much you need to sell your product or service for in order to cover these costs and turn a profit.

3. Track your sales and costs on a regular basis. Be sure to keep accurate records of both your sales revenue and your variable costs. This will allow you to track your gross margin on a regular basis and make changes to your pricing or production if necessary.

4. Use margin analysis to make decisions. When making decisions about pricing, production, or other aspects of your business, be sure to consider how these choices will impact your gross margin. This analysis can help you maximize profits and avoid costly mistakes.

What are the benefits of tracking Gross Margin?

1. Increased clarity on your product pricing

When you track your gross margin, you get a clear picture of how much each product costs you to produce. This information is essential for setting prices that cover your costs and leave you with a healthy profit.

2. Improved communication with your team

If you're trying to communicate your company's financial situation to your team, gross margin tracking can help. By sharing your gross margin data, you can give everyone a clear understanding of your costs and how they impact your bottom line.

3. More informed decision-making

When you know your gross margins, you can make better decisions about where to invest your resources. For example, you might choose to invest in products with higher gross margins to generate more profit. Or, you might focus on reducing costs for products with lower gross margins.

4. Greater insight into your business

Tracking gross margin can give you valuable insights into your business. For example, you might discover that certain products are selling at a loss. Or, you might find that your costs are higher than you realized. This information can help you make changes to improve your bottom line.

What are the different types of Gross Margin?

There are four different types of gross margin: gross profit margin, operating margin, pretax margin, and net margin.

Gross profit margin is the most common type of gross margin and is simply sales minus the cost of goods sold. Operating margin is sales minus the cost of goods sold and operating expenses. Pretax margin is sales minus the cost of goods sold, operating expenses, and taxes. Net margin is sales minus the cost of goods sold, operating expenses, taxes, and interest.

Each type of gross margin tells a different story about a company's profitability. Gross profit margin shows how much profit a company makes on its sales after accounting for the cost of goods sold. Operating margin shows how much profit a company makes on its sales after accounting for the cost of goods sold and operating expenses. Pretax margin shows how much profit a company makes on its sales after accounting for the cost of goods sold, operating expenses, and taxes. Net margin shows how much profit a company makes on its sales after accounting for the cost of goods sold, operating expenses, taxes, and interest.

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Explore More Sales Development Terms

Account Development Rep (ADR)
Ad-Hoc Reporting
Adoption Process
Annual Contract Value (ACV)
Annual Recurring Revenue (ARR)
Automated Follow Ups
Average Revenue Per User (ARPU)
B2B Marketing
Business Development Rep (BDR)
Business Intelligence
Buying Cycle
Buying Process
Chief Revenue Officer
Churn Rate
Client Case Study
Closed Won Ratio
Closing Ratio
Cloud-Based CRM
Commission Plan
Contract Management
CPQ Software
CRM Analytics
Customer Feedback
Customer Pain Point
Customer Relationship Management (CRM) Systems
Customer Success Manager (CSM)
Enterprise Resource Planning (ERP)
Field Sales Rep
Gross Margin
Hard Sell
Hat Trick
Inside Sales Rep
Key Performance Indicators (KPIs)
Knowledge Base
Lead Management
Lead Qualification
Loss Leader
Marketing Executive
Middle Of The Funnel (MOFU)
Monthly Recurring Revenue (MRR)
Multi-Channel Prospecting (MCP)
Net Promoter Score (NPS)
On-Premise CRM
Onboarding Experience
Opportunity Management
Product Features
Profit Margin
Sales Commission
Sales Dashboard
Sales Deck
Sales Development Playbook
Sales Development Representative (SDR)
Sales Development Strategist
Sales Funnel
Sales Methodology
Sales Performance Management
Sales Pipeline Coverage
Sales Process
Sales Quota
Sales Script
Sales Stage
Sales Trigger Event
Service Level Agreement (SLA)
Soft Selling
Top Of The Funnel (TOFU)
VP of Marketing
VP of Product Marketing
VP of Sales
Weighted Sales Pipeline

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