Dear Sir/Madam, Request you to share the KPI’s of the Sales Team to be mentioned in the Retail organization, on the Sales employees Appraisal form. Thank you very much.
From India, Mumbai
Dear William Cabral,

You could have given little more information about your store. What type of store is this? What kind of merchandise is stored? Anyway, in general, the following KPIs could be foreseen for the salespersons of the retail store:

a) Sales per employee

b) Sales per Sq Ft or Sq Mt

c) Inventory Turnover Ratio

d) Forecasting accuracy

e) Value of the obsolete inventory against total inventory in the store

f) Cost of lost sale (because of the non-availability of SKUs)

Footfall to sales conversion ratio is a very standard KPI. However, I am little against to assign it to the salespersons. It should be assigned to the marketing department. Attracting the right customers is the job of marketing and not of sales.

You may click the following link to refer my reply to the past post that was related to the retail industry:

I conduct the training programmes in the field of Supply Chain Management (SCM). You may click here if you wish to refer my activities in this field.


Dinesh Divekar

From India, Bangalore

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