Managers often refer to the measured outputs of a sales associate (or any employee) as Key Performance Indicators, or KPIs. That is, outcomes are measured in terms of key performance indicators.
Typical KPIs for retail sales professionals usually include:
- Total sales
- Sales Per person
- Sales Per department/ category
- Capture rate
- Conversion rate
- Average sale per customer
- Gross margin on sales
- Number of complaints
- Customer satisfaction levels
- Overs/unders (cashiers)
- Cash: Credit sales
- Debt days outstanding
- Shrinkage
- Stockturn
The big questions is, which one (or two) are the most important. I will use a subjective measure, and that is based on my personal experience with thousands of retailers over 25 years, all I can say is this:
I have never met a failing retailer that measured (and knew and used) :
- The average sale
- Stockturns
That might not be very scientific (n fact it is the equivalent of saying that have never met a failing retailer who owns a Dachshund either), but NO FAILURES is pretty compelling argument.