{"id":8696,"date":"2024-01-10T09:33:47","date_gmt":"2024-01-10T17:33:47","guid":{"rendered":"https:\/\/www.salesforce.com\/?p=8696"},"modified":"2024-12-27T01:20:21","modified_gmt":"2024-12-27T01:20:21","slug":"gross-sales-vs-net-sales","status":"publish","type":"post","link":"https:\/\/www.salesforce.com\/ap\/blog\/gross-sales-vs-net-sales\/","title":{"rendered":"Gross\u00a0Sales vs. Net Sales: Understanding Key Differences"},"content":{"rendered":"\n<p>Quick: What&#8217;s the difference between gross sales vs. net sales? <\/p>\n\n\n\n<p>Not everyone is a born financial analyst, so don&#8217;t feel bad if you&#8217;re not entirely sure \u2014 you&#8217;re in good company. Just 45% of sales leaders have high confidence in the accuracy of their forecasting (including their projection of gross and net sales),&nbsp;<a href=\"https:\/\/emtemp.gcom.cloud\/ngw\/globalassets\/en\/sales-service\/documents\/trends\/final_state_of_sales_ops.pdf\" target=\"_blank\" rel=\"noreferrer noopener\">according to Gartner<\/a>.<\/p>\n\n\n\n<p>Even if you&#8217;re crushing your&nbsp;<a href=\"https:\/\/www.salesforce.com\/ap\/blog\/sales-quotas\/\" target=\"_blank\" rel=\"noreferrer noopener\">sales quotas<\/a>, you need to have a deeper understanding of how your sales are trending to adapt strategies and keep an edge over the competition. Knowing the difference between gross and net sales \u2014 and how to track them \u2014 is key to this effort.<\/p>\n\n\n\n<p>This guide will explain everything you need to know about the difference between gross sales and net sales and offer resources on the best tracking tools available online.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-what-you-ll-learn\">What you&#8217;ll learn:<\/h2>\n\n\n\n<ul class=\"wp-block-list\">\n<li><a href=\"#h-what-are-gross-sales-vs-net-sales\">What are gross sales vs. net sales?<\/a><\/li>\n\n\n\n<li><a href=\"#h-why-you-need-to-track-and-understand-gross-vs-net-sales\">Why do you need to track and understand gross vs. net sales?<\/a><\/li>\n\n\n\n<li><a href=\"#h-how-to-calculate-gross-sales\">How to calculate gross sales<\/a><\/li>\n\n\n\n<li><a href=\"#h-how-to-calculate-net-sales\">How to calculate net sales<\/a><\/li>\n\n\n\n<li><a href=\"#h-how-to-add-gross-and-net-sales-to-an-income-statement\">How to add gross and net sales to an income statement<\/a><\/li>\n\n\n\n<li><a href=\"#h-tools-for-tracking-gross-and-net-sales\">Tools for tracking gross and net sales<\/a><\/li>\n<\/ul>\n\n\n\n<div class=\"layout-one wp-block-salesforce-blog-offer\">\n\t<div class=\"wp-block-offer__wrapper\">\n\n\t\t<div class=\"wp-block-offer__content\">\n\t\t\t<h2 class=\"wp-block-offer__title\">Get a full visual of your business in an instant<\/h2>\n\t\t\t\t\t\t\t<p class=\"wp-block-offer__description\">Get complete visibility of your pipeline, forecast, and team \u2014 with Revenue Intelligence from Sales Cloud.<\/p>\n\t\t\t\n\t\t\t\n\t\t\t\t\t\t\t<div class=\"wp-block-button\">\n\t\t\t\t\t<a class=\"wp-block-button__link\" target=\"_self\" href=\"https:\/\/www.salesforce.com\/ap\/sales\/revenue-intelligence\/\">Learn more<\/a>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\n\t\t<div class=\"wp-block-offer__media\">\n\t\t\t\t\t<\/div>\n\t<\/div>\n\n\t\t\t<div class=\"wp-block-offer__graphics wp-block-offer__contour\"><\/div>\n\t\n\t\t\t<!-- Standard Illustration -->\n\t\t<img decoding=\"async\" class=\"wp-block-offer__graphics wp-block-offer__illustration\" src=\"https:\/\/www.salesforce.com\/ap\/blog\/wp-content\/themes\/salesforce-blog\/dist\/images\/offer-block\/offer-illustration-layout-one.png\" alt=\"\">\n\n\t\t<!-- Small Accent Illustration -->\n\t\t\t\t\t<img decoding=\"async\" class=\"wp-block-offer__graphics wp-block-offer__accent\" src=\"https:\/\/www.salesforce.com\/ap\/blog\/wp-content\/themes\/salesforce-blog\/dist\/images\/offer-block\/offer-accent-layout-one.png\" alt=\"\">\n\t\t\n\t\t<!-- Left Side Illustration -->\n\t\t\n\t\t<!-- Cloud Illustration -->\n\t\t\t\t\t<img decoding=\"async\" class=\"wp-block-offer__graphics wp-block-offer__cloud\" src=\"https:\/\/www.salesforce.com\/ap\/blog\/wp-content\/themes\/salesforce-blog\/dist\/images\/offer-block\/offer-cloud-layout-one.png\" alt=\"\">\n\t\t\n\t<\/div>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-what-are-gross-sales-vs-net-sales\">What are gross sales vs. net sales?<\/h2>\n\n\n\n<p>Very simply, gross sales are the total amount of your sales without factoring in deductions (costs incurred to close those sales). Net sales are your gross sales minus deductions such as allowances, discounts, and returns. These are both calculated at regular interviews throughout a fiscal year, typically monthly or quarterly. <\/p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-why-do-you-need-to-track-and-understand-gross-vs-net-sales\">Why do you need to track and understand gross vs. net sales?<\/h2>\n\n\n\n<p>Gross sales provide an objective measurement of your company&#8217;s ability to generate revenue. With this data, you can make informed decisions about what you need to do to increase sales to hit predetermined targets. It&#8217;s also a good measure of how successful your team is at closing deals. <\/p>\n\n\n\n<p>When you track net sales, you can see what deductions are impacting your bottom line \u2014 things like product promotions, discounts, and coupons. With an overall view of your net sales, you can find ways to reduce deductions that cut profits or add incentives to encourage more sales.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-how-to-calculate-gross-sales\">How to calculate gross sales<\/h2>\n\n\n\n<p>To calculate your company&#8217;s gross sales, add up the total sales revenue over a set period of time. Most people track this monthly, quarterly, or annually. To ensure that your gross sales calculation is as accurate as possible, you must carefully account for <em>all<\/em> sales data, which means reviewing all sales data sources. Also, keep in mind that gross sales&nbsp;<strong>do not<\/strong>&nbsp;include taxes, expenses, or any deductions.<\/p>\n\n\n\n<p><strong>Here&#8217;s the formula to calculate gross sales:<\/strong><\/p>\n\n\n\n<p>Units sold x unit price = gross sales<\/p>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"h-a-gross-sales-calculation-example\">A gross sales calculation example<\/h3>\n\n\n\n<p>For example, Casey, who specialises in selling dog sweaters online, had a total of 10,000 orders in the past fiscal year. The sales price of one of her sweaters is $35. Her formula to calculate gross sales would be:<\/p>\n\n\n\n<p>10,000 x $35 = $350,000<\/p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-how-to-calculate-net-sales\">How to calculate net sales<\/h2>\n\n\n\n<p>Net sales are a measure of a company&#8217;s profit \u2014 often reported on income statements. They are the portion of revenue that remains after deductions, which include:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li><strong>Allowances:<\/strong>&nbsp;When a price is reduced due to a problem with the product or service, such as its quality or condition, an incomplete shipment, or incorrect price.<\/li>\n\n\n\n<li><strong>Discounts:<\/strong>&nbsp;Rewards customers receive when they meet certain criteria. For example, a seller may reduce the total price of a product or service if the buyer pays in full rather than in installments.<\/li>\n\n\n\n<li><strong>Returns:<\/strong>&nbsp;Merchandise sent back to the seller by a buyer for any number of reasons, including defective or incorrect items, excessive goods, or articles shipped late.<\/li>\n<\/ul>\n\n\n\n<p><strong>Here&#8217;s the formula to calculate net sales:<\/strong><\/p>\n\n\n\n<p>Gross sales &#8211; (allowances + discounts + returns) = net sales<\/p>\n\n\n\n<p>Let&#8217;s return to the example above. When Casey calculated her net sales, she included allowances for customers who bought defective items. Last year, there were only two customers who demanded a discount of 50% on damaged sweaters, so she included an allowance of $35 (2 x $17.50) in her gross sales report. Casey also factored in a 25% coupon code redeemed by 20% of her customers. A redeemed coupon code for a unit price of $35 equals a discount of $8.75 per sweater. If this applies to only 20% of her deals, that would mean 2,000 units, totaling a discount of $17,500. She also had a product return rate of 2%, or 200 units. At $35 a unit, that totals $7,000. <\/p>\n\n\n\n<p>Here&#8217;s what the calculation would look like:<\/p>\n\n\n\n<p>$350,000 &#8211; ($35 + $17,500 + $7,000) =&nbsp;$325,465<\/p>\n\n\n\n<p>Looking at her net sales numbers from the past fiscal year, Casey can review her sales strategies and make adjustments to increase profits. Next year, for example, Casey might reduce her coupon code to 15%, which should add about $7,000 to her net sales.  <\/p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-how-to-add-gross-and-net-sales-to-an-income-statement\">How to add gross and net sales to an income statement<\/h2>\n\n\n\n<p>Also known as a profit and loss (P &amp; L) statement, an&nbsp;<a href=\"https:\/\/online.hbs.edu\/blog\/post\/how-to-prepare-an-income-statement\" target=\"_blank\" rel=\"noreferrer noopener\">income statement<\/a>&nbsp;is a financial report that details your revenue and expenses over a fixed period of time.<\/p>\n\n\n\n<p>You&#8217;ll want to report on both gross and net sales. Here&#8217;s how Casey prepared this portion of her income statement, including her <a href=\"https:\/\/www.salesforce.com\/ap\/blog\/calculate-cost-of-goods-sold\/\" target=\"_blank\" rel=\"noreferrer noopener\">cost of goods sold (COGS),<\/a> which totaled $200,000:<\/p>\n\n\n\n<figure class=\"wp-block-table\"><table><tbody><tr><td><em>Casey&#8217;s Dog Sweaters, <\/em><br><em>Partial Income Statement for 2023<\/em><\/td><td><em>Deductions<\/em><\/td><td><em>Totals<\/em><\/td><\/tr><tr><td><strong>Gross Sales<\/strong><\/td><td><\/td><td><strong>$350,000<\/strong><\/td><\/tr><tr><td>Less Allowances<\/td><td>$35<\/td><td><\/td><\/tr><tr><td>Less Discounts<\/td><td>$17,500<\/td><td><\/td><\/tr><tr><td>Less Returns<\/td><td>$7000<\/td><td><\/td><\/tr><tr><td><strong>Net Sales<\/strong><\/td><td><\/td><td><strong>$325,465<\/strong><\/td><\/tr><tr><td><\/td><td><\/td><td><\/td><\/tr><tr><td>Cost of Goods Sold (COGS)<\/td><td><\/td><td>$200,000<\/td><\/tr><tr><td><strong>Gross Profit<\/strong><\/td><td><\/td><td><strong>$125,465<\/strong><\/td><\/tr><\/tbody><\/table><\/figure>\n\n\n\n<p>An income statement is a chance to review the discrepancies between your gross and net sales numbers. If the difference between the numbers is very high, it can be a sign that your company is losing money on discounted products.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-tools-for-tracking-gross-and-net-sales\">Tools for tracking gross and net sales<\/h2>\n\n\n\n<p>There are countless resources available online to help you track both gross and net sales. But it&#8217;s smart to have a tool that&#8217;s built into your <a href=\"https:\/\/www.salesforce.com\/ap\/products\/sales\/\" target=\"_blank\" rel=\"noreferrer noopener\">CRM platform<\/a> so that you can view real-time insights \u2014 and take immediate action to help hit your sales forecast.<\/p>\n\n\n\n<p>Salesforce&#8217;s\u00a0<a href=\"https:\/\/www.salesforce.com\/ap\/blog\/revenue-intelligence\/\" target=\"_blank\" rel=\"noreferrer noopener\">Revenue Intelligence<\/a>\u00a0highlights opportunities and risks that you may otherwise miss. It uses AI to analyse customer data and measure progress towards meeting sales goals.<\/p>\n\n\n\n<p>Revenue Intelligence also offers sales insights in several forms, directly from the dashboard. It automatically sends alerts and recommends what actions to take. Easy-to-understand visuals clearly illustrate sales and forecast trends so you&#8217;ll never be in the dark.<\/p>\n\n\n\n<p>In short: You&#8217;ll want something that does the calculations and tracking for you, so you can focus on selling.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-achieve-your-revenue-goals\">Achieve your revenue goals<\/h2>\n\n\n\n<p>When you understand the difference between gross and net sales and how to calculate each, you get a clearer idea of your total profits, where you might be losing money, and how to adjust, recover, and grow year over year. Using tools and technology to capture important sales data gives you the power to strategize, take action, and make better decisions for the future of your business.<\/p>\n\n\n\n<div class=\"layout-five wp-block-salesforce-blog-offer\">\n\t<div class=\"wp-block-offer__wrapper\">\n\n\t\t<div class=\"wp-block-offer__content\">\n\t\t\t<h2 class=\"wp-block-offer__title\">Every channel and revenue stream on one platform<\/h2>\n\t\t\t\t\t\t\t<p class=\"wp-block-offer__description\">See how Revenue Cloud goes from quote to cash on one platform, giving sales and finance one customer view.\u00a0<\/p>\n\t\t\t\n\t\t\t\n\t\t\t\t\t\t\t<div class=\"wp-block-button\">\n\t\t\t\t\t<a class=\"wp-block-button__link\" target=\"_self\" href=\"https:\/\/www.salesforce.com\/ap\/form\/sales\/revenue-lifecycle-management-demo\/?d=pb\">Watch the demo<\/a>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\n\t\t<div class=\"wp-block-offer__media\">\n\t\t\t\t\t<\/div>\n\t<\/div>\n\n\t\n\t\t\t<!-- Standard Illustration -->\n\t\t<img decoding=\"async\" class=\"wp-block-offer__graphics wp-block-offer__illustration\" src=\"https:\/\/www.salesforce.com\/ap\/blog\/wp-content\/themes\/salesforce-blog\/dist\/images\/offer-block\/offer-illustration-layout-five.png\" alt=\"\">\n\n\t\t<!-- Small Accent Illustration -->\n\t\t\t\t\t<img decoding=\"async\" class=\"wp-block-offer__graphics wp-block-offer__accent\" src=\"https:\/\/www.salesforce.com\/ap\/blog\/wp-content\/themes\/salesforce-blog\/dist\/images\/offer-block\/offer-accent-layout-five.png\" alt=\"\">\n\t\t\n\t\t<!-- Left Side Illustration -->\n\t\t\n\t\t<!-- Cloud Illustration -->\n\t\t\t\t\t<img decoding=\"async\" class=\"wp-block-offer__graphics wp-block-offer__cloud\" src=\"https:\/\/www.salesforce.com\/ap\/blog\/wp-content\/themes\/salesforce-blog\/dist\/images\/offer-block\/offer-cloud-layout-five.png\" alt=\"\">\n\t\t\n\t<\/div>\n","protected":false},"excerpt":{"rendered":"<p>Learn key distinctions so you can record your sales revenue with speed and accuracy.<\/p>\n","protected":false},"author":178,"featured_media":8695,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"sf_justforyou_enable_alt":true,"optimizely_content_id":"","post_meta_title":"","ai_synopsis":"","_jetpack_memberships_contains_paid_content":false,"footnotes":""},"sf_topic":[453,108,17,15,521,537],"sf_content_type":[],"coauthors":[301],"class_list":["post-8696","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","sf_topic-salesblazer","sf_topic-analytics","sf_topic-financial-services","sf_topic-sales","sf_topic-sales-strategy","sf_topic-sales-fundamentals"],"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v27.2 (Yoast SEO v27.2) - https:\/\/yoast.com\/product\/yoast-seo-premium-wordpress\/ -->\n<title>Gross Sales vs. Net Sales: Differences &amp; How to Calculate | Salesforce Asia<\/title>\n<meta name=\"description\" content=\"Understanding gross vs. net sales is essential if you want to hit your sales goals. Learn how to track both to ensure greater revenue.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.salesforce.com\/ap\/blog\/gross-sales-vs-net-sales\/\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Gross\u00a0Sales vs. Net Sales: Understanding Key Differences\" \/>\n<meta property=\"og:description\" content=\"Understanding gross vs. net sales is essential if you want to hit your sales goals. Learn how to track both to ensure greater revenue.\" \/>\n<meta property=\"og:url\" content=\"https:\/\/www.salesforce.com\/ap\/blog\/gross-sales-vs-net-sales\/\" \/>\n<meta property=\"og:site_name\" content=\"Salesforce\" \/>\n<meta property=\"article:published_time\" content=\"2024-01-10T17:33:47+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2024-12-27T01:20:21+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/www.salesforce.com\/ap\/blog\/wp-content\/uploads\/sites\/8\/2024\/01\/Net-Sales-vs-Gross-Sales.jpeg\" \/>\n\t<meta property=\"og:image:width\" content=\"1500\" \/>\n\t<meta property=\"og:image:height\" content=\"844\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/jpeg\" \/>\n<meta name=\"author\" content=\"Paul Bookstaber\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:label1\" content=\"Written by\" \/>\n\t<meta name=\"twitter:data1\" content=\"Paul Bookstaber\" \/>\n\t<meta name=\"twitter:label2\" content=\"Est. reading time\" \/>\n\t<meta name=\"twitter:data2\" content=\"6 minutes\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\/\/schema.org\",\"@graph\":[{\"@type\":\"Article\",\"@id\":\"https:\/\/www.salesforce.com\/ap\/blog\/gross-sales-vs-net-sales\/#article\",\"isPartOf\":{\"@id\":\"https:\/\/www.salesforce.com\/ap\/blog\/gross-sales-vs-net-sales\/\"},\"author\":[{\"@id\":\"https:\/\/www.salesforce.com\/ap\/blog\/#\/schema\/person\/image\/0a5d4d2580cce7bf9db7d0c3b01751e8\"}],\"headline\":\"Gross\u00a0Sales vs. Net Sales: Understanding Key Differences\",\"datePublished\":\"2024-01-10T17:33:47+00:00\",\"dateModified\":\"2024-12-27T01:20:21+00:00\",\"mainEntityOfPage\":{\"@id\":\"https:\/\/www.salesforce.com\/ap\/blog\/gross-sales-vs-net-sales\/\"},\"wordCount\":1144,\"commentCount\":0,\"image\":{\"@id\":\"https:\/\/www.salesforce.com\/ap\/blog\/gross-sales-vs-net-sales\/#primaryimage\"},\"thumbnailUrl\":\"https:\/\/www.salesforce.com\/ap\/blog\/wp-content\/uploads\/sites\/8\/2024\/01\/Net-Sales-vs-Gross-Sales.jpeg\",\"inLanguage\":\"en-SG\",\"potentialAction\":[{\"@type\":\"CommentAction\",\"name\":\"Comment\",\"target\":[\"https:\/\/www.salesforce.com\/ap\/blog\/gross-sales-vs-net-sales\/#respond\"]}]},{\"@type\":\"WebPage\",\"@id\":\"https:\/\/www.salesforce.com\/ap\/blog\/gross-sales-vs-net-sales\/\",\"url\":\"https:\/\/www.salesforce.com\/ap\/blog\/gross-sales-vs-net-sales\/\",\"name\":\"Gross Sales vs. Net Sales: Differences & How to Calculate | Salesforce Asia\",\"isPartOf\":{\"@id\":\"https:\/\/www.salesforce.com\/ap\/blog\/#website\"},\"primaryImageOfPage\":{\"@id\":\"https:\/\/www.salesforce.com\/ap\/blog\/gross-sales-vs-net-sales\/#primaryimage\"},\"image\":{\"@id\":\"https:\/\/www.salesforce.com\/ap\/blog\/gross-sales-vs-net-sales\/#primaryimage\"},\"thumbnailUrl\":\"https:\/\/www.salesforce.com\/ap\/blog\/wp-content\/uploads\/sites\/8\/2024\/01\/Net-Sales-vs-Gross-Sales.jpeg\",\"datePublished\":\"2024-01-10T17:33:47+00:00\",\"dateModified\":\"2024-12-27T01:20:21+00:00\",\"author\":{\"@id\":\"https:\/\/www.salesforce.com\/ap\/blog\/#\/schema\/person\/6f85f844c64aaf461bb13b8237c05d01\"},\"description\":\"Understanding gross vs. net sales is essential if you want to hit your sales goals. Learn how to track both to ensure greater revenue.\",\"breadcrumb\":{\"@id\":\"https:\/\/www.salesforce.com\/ap\/blog\/gross-sales-vs-net-sales\/#breadcrumb\"},\"inLanguage\":\"en-SG\",\"potentialAction\":[{\"@type\":\"ReadAction\",\"target\":[\"https:\/\/www.salesforce.com\/ap\/blog\/gross-sales-vs-net-sales\/\"]}]},{\"@type\":\"ImageObject\",\"inLanguage\":\"en-SG\",\"@id\":\"https:\/\/www.salesforce.com\/ap\/blog\/gross-sales-vs-net-sales\/#primaryimage\",\"url\":\"https:\/\/www.salesforce.com\/ap\/blog\/wp-content\/uploads\/sites\/8\/2024\/01\/Net-Sales-vs-Gross-Sales.jpeg\",\"contentUrl\":\"https:\/\/www.salesforce.com\/ap\/blog\/wp-content\/uploads\/sites\/8\/2024\/01\/Net-Sales-vs-Gross-Sales.jpeg\",\"width\":1500,\"height\":844,\"caption\":\"When you understand the difference between gross and net sales and how to calculate each, it's easier to see how to adjust strategies to grow faster. [Studio Science]\"},{\"@type\":\"BreadcrumbList\",\"@id\":\"https:\/\/www.salesforce.com\/ap\/blog\/gross-sales-vs-net-sales\/#breadcrumb\",\"itemListElement\":[{\"@type\":\"ListItem\",\"position\":1,\"name\":\"Home\",\"item\":\"https:\/\/www.salesforce.com\/ap\/blog\/\"},{\"@type\":\"ListItem\",\"position\":2,\"name\":\"Gross\u00a0Sales vs. Net Sales: Understanding Key Differences\"}]},{\"@type\":\"WebSite\",\"@id\":\"https:\/\/www.salesforce.com\/ap\/blog\/#website\",\"url\":\"https:\/\/www.salesforce.com\/ap\/blog\/\",\"name\":\"Salesforce\",\"description\":\"News, tips, and insights from the global cloud leader\",\"potentialAction\":[{\"@type\":\"SearchAction\",\"target\":{\"@type\":\"EntryPoint\",\"urlTemplate\":\"https:\/\/www.salesforce.com\/ap\/blog\/?s={search_term_string}\"},\"query-input\":{\"@type\":\"PropertyValueSpecification\",\"valueRequired\":true,\"valueName\":\"search_term_string\"}}],\"inLanguage\":\"en-SG\"},{\"@type\":\"Person\",\"@id\":\"https:\/\/www.salesforce.com\/ap\/blog\/#\/schema\/person\/image\/0a5d4d2580cce7bf9db7d0c3b01751e8\",\"name\":\"Paul Bookstaber\",\"image\":{\"@type\":\"ImageObject\",\"inLanguage\":\"en-SG\",\"@id\":\"https:\/\/www.salesforce.com\/ap\/blog\/#\/schema\/person\/image\/8a170d1019a0cf2a3b53de62e1b4aa31\",\"url\":\"https:\/\/www.salesforce.com\/ap\/blog\/wp-content\/uploads\/sites\/8\/2023\/09\/paul-bookstaber.webp?w=150&h=150&crop=1\",\"contentUrl\":\"https:\/\/www.salesforce.com\/ap\/blog\/wp-content\/uploads\/sites\/8\/2023\/09\/paul-bookstaber.webp?w=150&h=150&crop=1\",\"width\":\"150\",\"height\":\"150\",\"caption\":\"Paul Bookstaber\"},\"description\":\"Paul Bookstaber is a writer at Salesforce. 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