Essential KPIs for Growing E-Commerce

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Key building blocks for Growing E-Sales

In order to fuel the online sales and help brand leaders to prioritize and optimize eBusiness plans, we need to better understand eBusiness Sales Fundamentals and how they are best executed across the key pillars of the Picture Of Success: ASSORTMENT, PLACEMENT, PROMOTION, COMMUNICATION.

Fundamental basic pillars of eCommerce and eSales

To support you how to master those pillars we created guide which includes high level recommended GUIDELINES on how to deliver the Picture of Success, across all categories. It contains tangible examples of Do’s & Don’ts for each Building Block to show how to ‘do it right’. Every category and brand should adapt these guidelines for their specific needs.

1. Buyers Behavior

1.1 Omni-shopper

eCommerce Omni-shopper

1.2 Online vs. offline shopping behavior

Online vs. offline shopping behavior

1.3 Journey of the purchase decision today

Purchase journey of modern buyer in eCommerce era

1.4 New Zero moment of truth

1.5 Consideration drivers for eCommerce strategy

Consideration drivers for eCommerce strategy

2. Progressive tactics of eCommerce player & best practices

Further we will be looking in to best practices belonging to each different tactical stage and that could be applied to our fundamental building areas mentioned earlier: ASSORTMENT, PLACEMENT, COMMUNICATION and PROMOTION.

3. Assortment progressive tactics

Definition of assortment
Assortment & progressive tactics

3.1 Assortment Basic Tactics

E-commerce Assortment Basic Tactics

3.1.2 Assortment Basic Tactics | Do’s and Don’ts

E-commerce assortment | Do’s and Don’ts pt.1
E-commerce assortment | Do’s and Don’ts pt.2
E-commerce assortment | Do’s and Don’ts pt.3
E-commerce assortment | Do’s and Don’ts pt.4

3.2 Assortment Advanced Tactics

E-Commerce Assortment Advanced Tactics

3.2.1 Assortment Advanced Tactics | Do’s and Don’ts

E-commerce assortment | Advanced Do’s and Don’ts pt.1
E-commerce assortment | Advanced Do’s and Don’ts pt.2
E-commerce assortment | Advanced Do’s and Don’ts pt.3

3.3 Assortment Expert Tactics

E-commerce Assortment Advanced Tactics

3.3.1 Assortment Expert Tactics | Do’s and Don’ts

E-commerce assortment | Expert Do’s and Don’ts pt.1
E-commerce assortment | Expert Do’s and Don’ts pt.2
E-commerce assortment | Expert Do’s and Don’ts pt.3

4. Placement progressive tactics

E-Commerce Placement definition
Placement & progressive tactics

4.1 Placement Basic Tactics

E-Commerce Placement Basic Tactics

4.1.1 Placement Basic Tactics | Do’s and Don’ts

E-commerce placement | Basic Do’s and Don’ts pt.1
E-commerce placement | Basic Do’s and Don’ts pt.2
E-commerce placement | Basic Do’s and Don’ts pt.3

4.2 Placement Advanced Tactics

E-Commerce Placement Advanced Tactics

4.2.1 Placement Advanced Tactics | Do’s and Don’ts

E-commerce placement | Advanced Do’s and Don’ts pt.1
E-commerce placement | Advanced Do’s and Don’ts pt.2

4.3 Placement Expert Tactics

E-Commerce Placement Expert Tactics

4.3.1 Placement Expert Tactics | Do’s and Don’ts

E-commerce placement | Expert Do’s and Don’ts pt.1
E-commerce placement | Expert Do’s and Don’ts pt.2

5. Communication progressive tactics

E-Commerce Communication definition
Communication & progressive tactics

5.1 Communication Basic Tactics

E-Commerce Communication Basic Tactics

5.1.1 Communication Basic Tactics | Do’s and Don’ts

E-commerce communication | Basic Do’s and Don’ts pt.1

5.2 Communication Advanced Tactics

E-Commerce Communication Advanced Tactics

5.2.1 Communication Advanced Tactics | Do’s and Don’ts

E-commerce communication | Advanced Do’s and Don’ts pt.1
E-commerce communication | Advanced Do’s and Don’ts pt.2
E-commerce communication | Advanced Do’s and Don’ts pt.3

5.3 Communication Expert Tactics

E-Commerce Communication Expert Tactics

5.3.1 Communication Expert Tactics | Do’s and Don’ts

E-commerce communication | Expert Do’s and Don’ts pt.1
E-commerce communication | Expert Do’s and Don’ts pt.2

6. Promotion progressive tactics

E-Commerce Promotion definition
Promotion & progressive tactics

6.1 Promotion Basic Tactics

E-Commerce Promotion Basic Tactics

6.1.1 Promotion Basic Tactics | Do’s and Don’ts

E-commerce promotion | Basic Do’s and Don’ts pt.1
E-commerce promotion | Basic Do’s and Don’ts pt.2

6.2 Promotion Advanced Tactics

E-Commerce Promotion Advanced Tactics

6.2.1 Promotion Advanced Tactics | Do’s and Don’ts

E-commerce promotion | Advanced Do’s and Don’ts pt.1
E-commerce promotion | Advanced Do’s and Don’ts pt.2
E-commerce promotion | Advanced Do’s and Don’ts pt.3

6.3 Promotion Expert Tactics

E-Commerce Promotion Expert Tactics

6.3.1 Promotion Expert Tactics | Do’s and Don’ts

E-commerce promotion | Expert Do’s and Don’ts pt.1
E-commerce promotion | Expert Do’s and Don’ts pt.2

7. Key Drivers and measuring success

Best eCommerce strategy will depend on individual cases and therefore you as a brand owner should decide what adoptions are meaningful for you. Even you have build best framework and have clear building structure the only way to gain results is to measure what you do. For that you will need clearly defined KPIs, which will become your friend, relative you will be thinking about all the time. Without tracking KPIs and measuring what works and what not, your investment in to building your eCommerce sales might be instantly merited. Following are few ideas that you can use to scope your approach to measuring performance of your strategies.

Behind each set of KPIs your brand needs to ask relevant questions. Make sure that your questions are result oriented. Remember that each KPI is solely for purpose of measuring what works and what not and with a purpose to be always acting on your set of KPIs.

Asking result oriented questions with each KPI

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