Retail Sales Analytics & Optimisation

Increase sales through better understanding of customer behaviour at each buying stage

To maximise ROI on your marketing efforts, the best strategy is to measure your complete retail sales pipeline end-to-end, identify where in the pipeline is your biggest revenue leakage, and then prioritising all your efforts on plugging that leak first. Repeat the process to continually improve your sales. Knowing where in the pipeline your biggest leaks are helps you put in place the right influence strategy.

Buying stages in the retail sales pipeline

Sales pipeline tracking for retailers

Jump to…

  • Visibility: Are customers finding you for what you sell?
  • Engagement: Are customers showing an interest in your products and services?
  • Enquiry: Are customers contacting you to request more information?
  • Purchase: What are customers doing at point of sale?
  • Renewal: Are customers making repeat purchases and/or upgrading?

Where’s your biggest sales leakage?

Visibility

Are customers finding you for what you sell?

Metrics you should be tracking

  • How many people are searching for what I sell?
  • Which keywords are most searched?
  • What does a typical prospect look like? (demographics)
  • How are my keywords ranking in Google?
  • What high volume keywords am I not being found for?
  • How many times is my website viewed in search results?
  • What’s my search click through ratio?
  • How effective are my search advertising (PPC) campaigns?
  • How many views by social media channel and I getting?

View our Marketing Analytics Dashboards

Engagement

Are customers showing an interest in your products and services?

Metrics you should be tracking

  • How many social media posts were viewed and commented on?
  • How widely did your social content get ‘shared’?
  • Which traffic sources are driving the most web traffic?
  • What product pages are getting most views?
  • How long are your visitors spending on-site?
  • Which visitors have viewed which products or services
  • How effective is your email communication?
  • What’s your newsletter subscription growth rate?
  • What devices are visitors using view your site?
  • How much foot traffic did you get to your store?
  • Which channel drove most traffic into your physical store?
  • What time/day are customers most likely to visit you?

View our Marketing Analytics Dashboards

Enquiry

Are customers connecting with you to get more information?

Metrics you should be tracking

  • How many enquiries are you getting?
  • Which products generated the most emails, calls, demos, etc?
  • Which channels are customers using to contact you?
  • What time/day are customers contacting you ?
  • Is customer contact information being captured?
  • What are the most common questions?
  • How quickly are you responding to enquiries?
  • Which trigger campaigns are getting the best response rates?
  • Which contacts need follow up when they’ve shown interest in a product?

View our Marketing Analytics Dashboards

Purchase

How effective are you at converting enquiries to sales?

Metrics you should be tracking

  • Where are potential sales barriers? (eg, cart abandonment, store walk outs)
  • How effective are sales channels, campaigns, referrals? (attribution)
  • What discounts, promotions, coupon codes are being redeemed?
  • Who are your most profitable customers and what’s the average order size?
  • What’s your customer acquisition cost?
  • How effective are upsell/cross-sell initiatives?
  • What does a typical customer look like? (demographics)
  • Why am I losing sales? (lost sales follow up surveys)
  • How many of your products / sales were refunded?

View our Marketing Analytics Dashboards

Renewal

Are customers making repeat purchases or upgrading?

Metrics you should be tracking

  • How often do you make contact with past / existing customers?
  • How satisfied are your customers with the experience?
  • How easy was it for customers to use your product?
  • How likely are customers to recommend you?
  • What is the average lifetime and value of your customers?
  • How often do customers renew purchase again?
  • Which customers have not renewed can you target?
  • How well do your customers rate you / review you?
  • How is loyalty program memberships trending?

View our Marketing Analytics Dashboards

And let us show you how we can help boost your retail sales and renewals
using behavioural analytics and customer journey optimisation

And let us show you how we can help boost your retail sales and renewals using behavioural analytics and customer journey optimisation