Retail Analytics

Sales optimisation: How many customers should your staff be servicing per hour?

Written by Tony Loxton
May 4

Despite the fact that staff scheduling is a key component of retail sales optimisation, many retailers fail to pay adequate attention to this vital factor. To optimise your staff scheduling, you need to take local labour law, the requirements of your staff, and importantly, your store’s performance into account. This makes staff scheduling a delicate balancing act that many retailers struggle to achieve.

Staff rostering without accurate store performance or customer data leaves a lot of room for error.

Put too many staff on the floor, and your payroll costs become over-inflated. Schedule too few, and you risk losing out on sales (and compromising on customer experience). Throw the unavoidable human element into the equation (staff family emergencies, transport disruptions, etc.), and then add unexpected spikes or drops in foot traffic to the mix, and this exercise becomes a precarious – and unpredictable – see-saw. As a result, staff scheduling that’s not based on data seldom facilitates adequate sales optimisation.

Relying on guesswork to predict all of the above means you’re risking the health of your revenue on what’s essentially the retail equivalent of a game of Russian roulette.

While you may be able to predict – to some degree – the times when your store is busiest and the times traffic slows to a crawl, there’s no reliable way to confirm this. Basing your staff scheduling on your store’s daily sales is a start, but it’s just that – a start.To ensure that your staff rostering facilitates sales optimisation, you need a foolproof, data-driven way to approach this essential aspect of your retail operation.

We’ve designed a (free!) retail conversion calculator that enables you to calculate the ideal staff to customer ratio.

Our retail conversion calculator allows you to work out all of the crucial metrics that influence sales optimisation. As well as determining the number of staff you need to have during a specified period to most effectively serve your customers, you can calculate the maximum number of sales your store can make during a given time frame if your store was staffed correctly. In addition, you can see exactly how much profit you’re losing out on due to either overstaffing or understaffing. Once you have insight into all of the above, you can align your staff scheduling for sales optimisation.

The functionality of our retail conversion calculator doesn’t end there.

You can also determine the following:

How much it costs (in marketing spend) to motivate a potential customer to enter your store. The percentage of exterior foot traffic (customers who’re walking past your store), who decide to venture through the doors. The conversion rate of in-store shoppers to customers. The amount of revenue generated by each square meter of shop floor.

Once you’re equipped with these insights, you can begin to address any problematic areas that might be hindering your store’s sales optimisation. We provide advanced foot traffic analytics to enable retailers to optimise their stores for sales success. Try out our retail conversion calculator to see how you can take advantage of lost sales opportunities.


Learn more about Blix Traffic for retail

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