Retail KPI Tracking Checklist

Monthly KPI review a store manager or district manager runs to track sales, traffic, conversion, inventory turn, labor productivity, and omnichannel performance against plan. Drives action items for the next month's operating plan.

7 sections 27 steps Collects data
1

Sales Performance Review

  1. Pull comp sales vs. last year
  2. Break out sales by department and top SKUs
  3. Score the month's promotional campaigns
  4. Flag whether comp sales hit plan
2

Customer Traffic & Conversion

  1. Pull door count and conversion rate
  2. Review UPT and ATV by daypart
  3. Review loyalty enrollment and repeat-visit rate
  4. Sample customer satisfaction scores
3

Inventory & Shrink

  1. Pull inventory turn and weeks-of-supply
  2. Review last cycle count variance
    Collects number
  3. Investigate variance over 2%

    • Variance above 2% is rarely a counting error alone — work backwards through receiving logs, RTV records, and CCTV at the affected fixture. Document the root cause (receiving error, mis-scan, internal theft, mis-labeled stock) before posting an inventory adjustment, otherwise shrink trends get masked.

  4. Review return and damage rate by category
  5. Update reorder points for fast-movers
4

Financial Metrics

  1. Review gross margin by category

    • Pull GMROI and gross margin % from the merchandising report. Flag any category where margin slipped more than 200 bps month-over-month — usually an unapproved markdown or a vendor cost increase that didn't pass through to retail.

  2. Reconcile operating expenses vs. budget
  3. Review markdown percentage and cost-floor exceptions
  4. Confirm the month hit margin plan
    Collects list Collects number Collects paragraph
5

Labor & Employee Performance

  1. Pull sales-per-labor-hour by store
  2. Review associate sales vs. individual targets
  3. Review turnover and open headcount

    • Pull annualized turnover from the WFM tool (Homebase, Deputy, UKG). Note any store running above 90-day turnover thresholds — recruiting and training costs erode SPLH faster than payroll dollars suggest.

  4. Schedule coaching for under-target associates
6

Omnichannel Performance

  1. Review online sessions and conversion rate
  2. Review BOPIS and ship-from-store volume

    • Pull BOPIS pick rate, average pick time, and cancel rate from the OMS (Shopify, NetSuite, Manhattan). Cancel rate above 5% usually means inventory accuracy is broken at the participating stores — link back to the cycle-count variance flagged earlier.

  3. Score paid, email, and organic channel ROI
  4. Review cross-channel customer journey
7

Review & Action Plan

  1. Build the next-month action plan

    • Translate the red flags from the prior sections into 3-5 concrete actions with named owners and due dates — markdown corrections, schedule adjustments, vendor escalations, planogram resets. Vague action items ("improve conversion") never make it to next month's review.

    Collects file
  2. District manager signs off on the review
    Collects signature

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Sections 7
Steps 27
Category Retail
Price Free to start
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