Retail KPIs Every Store Manager Should Know
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What to know first
Your DM judges your store on a few numbers. Know them before they ask, and know which one is moving.
The 6 KPIs
| KPI | What it tells you | How to work it out |
|---|---|---|
| Sales vs target | Are you ahead or behind plan? | Sales ÷ target × 100 |
| Conversion rate | How many visitors buy | Transactions ÷ traffic × 100 |
| Average transaction value (ATV) | How much each customer spends | Sales ÷ transactions |
| Units per transaction (UPT) | How many items each customer buys | Units ÷ transactions |
| Sales per hour | How productive your staffed hours are | Sales ÷ hours worked |
| Payroll % | What your team costs against sales | Payroll ÷ sales × 100 |
Track them for free with the Retail KPI Dashboard.
3 steps to check them every week
- Check them on the same day every week.
- Compare them with last week and with your target.
- Pick the one number that moved the most, and ask why.
FAQ
What is a good conversion rate in retail?
It depends on your store type. Compare it with your own past weeks and your company's target.
What is the difference between ATV and UPT?
ATV is the money per sale. UPT is the number of items per sale.
How often should I check my KPIs?
Every week, and every day during peak season.
Free tools: Retail KPI Dashboard and Promotion Readiness Checklist