Ultimate Guide to Top 10 KPIS For E-commerce

Any business’s ultimate goal is to prosper by expanding exponentially. Well, knowing the business’s current performance is the first step to success. As a digital marketer, I know the role of each KPI in a successful ecommerce business. So here, I share the top 10 KPIs for ecommerce.

The process of evaluating the performance of your company should be ongoing. It can assist you in determining the strengths and weaknesses of your company as well as the areas that require improvement before they turn into serious problems. So it’s crucial to check ecommerce KPIs relevant to your business objective.

In this blog post, you will discover important key performance indicators (KPIs) in e-commerce and the top 10 KPIs for e-commerce companies to assess their performance. Read the full article to get a clear understanding of each KPI’s role in an ecommerce business.

Examples of Top 10 KPIs for eCommerce

You’ll undoubtedly find several KPIs worth tracking if you read through them with your company’s objectives in mind. Let’s check it out.

1. Conversion Rates

Conversion rates measure the percentage of your target market who take the required action. This has to do with click-through rates on social media, click-through rates on Google search engine results in pages, or conversion rates on your website.

On your website, you may monitor a variety of conversion rate KPIs, such as how many visitors sign up for your newsletter, establish an account, join your loyalty program, or make a purchase.

They are a wonderful indicator of overall performance since your conversion rates are rising, and your other eCommerce metrics will typically perform well. 

Conversion Rate = (Visitors – Conversions) x 100.

2. Sell-through Rate

A sell-through rate calculates the ratio of inventory received in a particular period to inventory sold during the same period. The sell-through rate is equal to 100 divided by the ratio of units sold to units received.

Businesses engaged in e-commerce must monitor their sell-through rate in order to make price judgments, avoid the possibility of inventory going out of date, and plan your supply and manufacturing. The following formula is used to determine the sell-through rate:

Sell-Through Rate = (Unit Sold / Unit Recieved) x 100

3. Average Order Value (AOV)

The average order value (AOV) reveals the average amount each consumer pays on each transaction.

This is one of the more straightforward eCommerce KPIs. Still, monitoring is crucial because it can reveal how much you spend on customer acquisition and can aid in your comprehension of customer buying habits. 

You may get your average order value by dividing your revenue by the total number of orders you’ve received over a specific period.

To monitor the effects of changes to bundle offers, product recommendations, and free shipping criteria on orders, keep a watch on this performance statistic.

AOV = Revenue / Number of Orders

4. Net Profit

Net Profit is frequently disregarded regarding eCommerce performance measures, yet it is a vital sign of how well your store is doing.

For new businesses, turning a profit is a significant milestone in determining how much you can spend on marketing, customer service, and other growth-oriented initiatives.

The same goes for large firms; sustaining a high net profit level is a valuable eCommerce KPI to monitor.

Pay attention to how significant changes in shipping, promotions, sales, low-margin product lines, and advertising bids affect this number. These tactics can increase conversions, but they can also have a detrimental effect on your bottom line, so if you use them, pay close attention to your net Profit and profit margin.

Net Profit = Complete revenue –  Total expenses 

5. Client Lifetime Value (CLTV)

One of the most important eCommerce KPIs to monitor is this, especially if your goal is to boost client retention. It can also be helpful if you run a business selling high-end goods.

Customer Lifetime Value reveals how much money a client will typically spend with you throughout their relationship. 

The lower your recurring business will be, the closer your CLTV is to your AOV. In this situation, it is wise to implement some modifications to enhance the customer experience and encourage repeat business.

Customer Lifetime Value = (Customer Value * Average Customer Lifespan)

6. Customer Acquisition Cost (CAC)

The customer acquisition costs indicate the cost of acquiring a new client.

Customer Acquisition Costs should decrease as a company grows in visibility and awareness, making it a useful KPI to set goals for. To make judgments, you need more information than just the cost of recruiting new clients. So, to obtain a better picture of your performance, compare your CAC to other measures like your AVO.

Cost of Customer Acquisition  = Total cost of conversions / Total number of conversions

7. Cost of Goods Sold (COGS) 

For online merchants of all kinds, the cost of goods sold (COGS) is crucial. It evaluates the direct costs of manufacturing the products you sell and is occasionally referred to as the “cost of sales.”

Online retailers can better understand their manufacturing and production costs by using the retail performance statistic known as COGS. It’s important to remember that COGS will change based on the accounting principles applied to the computation. It doesn’t factor in marketing expenses or overhead costs. Read this Investopedia article for more information on COGS.

COGS = Beginning inventory + purchases + Freight In – Ending inventory – Purchase Discounts – Purchase Returns and Allowances.

8. Cost Per Acquisition (CPA)

With Cost per Acquisition, you don’t just assess the cost of recruiting paying customers; you also measure the cost of getting new leads and non-paying users.

Therefore, this is a perfect KPI to track your progress if your business plan is to increase brand awareness through free samples, mailing marketing, or gated content. It’s perfect for eCommerce startups and shops that sell expensive goods. They may even investigate further and track this KPI on particular platforms, like Facebook or Instagram.

CPA  = Conversions / Acquisition costs

9. Return On Ad Spend (ROAS)

Digital marketers must pay close attention to the critical eCommerce indicator known as return on ad spend (ROAS).

Although it is a KPI comparable to the one for cost per acquisition (discussed above), there is a significant difference between them. Cost per acquisition relates to the overall cost incurred to acquire a consumer, whereas ROAS is specifically tied to ads’ revenue. These eCommerce KPIs are connected since ROAS directly influences CPA.

Despite this, they differ in a way that necessitates independent consideration. For instance, CAC does not account for order value. It could appear as a red flag if acquiring a customer is expensive. But the situation improves if the buyer makes a sizable purchase from your website!

ROAS = Conversion Value / Cost

10. Shopping Cart Abandonment Rate (SCAR)

A crucial eCommerce KPI to monitor is the shopping cart abandonment rate (SCAR), as many customers abandon their carts before completing their purchase.

Whether sales, customer service, or branding are your top priorities, a high shopping cart abandonment rate will hurt your business.

The good news is that decreasing this Rate is one of the simplest and most economical methods to boost sales, conversions, and customer happiness. It should also lower the price of acquiring new customers. Therefore, set high goals for this KPI.

SCAR = (Sales – Carts) x 100 

Conclusion

All these KPIs benefit your organization and include everything from conversion to retention. However, there is a tonne of different KPIs for eCommerce. But here I share the most important and top 10 KPIs for ecommerce business.If you are a business owner, planning to build up an online store, or need help in finding a Digital marketing agency, reach us at “+ 91 8847609052” or mail us at “info@hustlemarketers.com”.