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Days Sales Outstanding measures how long it takes to collect payment after an invoice is issued. Formula: (Accounts Receivable ÷ Total Credit Sales) × Number of Days. A DSO of 30 means you collect within your stated terms. A DSO of 60 means customers are carrying your cash for twice as long as they should.
Under 40 days is healthy. Between 40–55 days is typical for the industry. Over 55 days signals process problems — late invoicing, no dunning sequence, or upstream billing errors — not necessarily slow-paying clients.
Because DSO is driven more by invoice quality and collections process than by the terms you set. An invoice rejected for a wrong PO number adds 20–30 days regardless of whether your terms are Net 30 or Net 15. The upstream billing process is usually the root cause.
(1) Invoice immediately on delivery — not at month-end. (2) Run a structured dunning sequence — automated reminders reduce DSO by 10–20 days on their own. (3) Fix upstream invoice quality: PO validation, entity matching, correct payment terms on every invoice before it sends. (4) Automate cash application so payments close invoices within hours, not days.