{"id":13677,"date":"2026-03-16T08:10:48","date_gmt":"2026-03-16T08:10:48","guid":{"rendered":"https:\/\/www.capkelenn.com\/?p=13677"},"modified":"2026-03-16T08:11:05","modified_gmt":"2026-03-16T08:11:05","slug":"retail-growth-model-kpis","status":"publish","type":"post","link":"https:\/\/www.capkelenn.com\/en\/blog-en\/retail-growth-model-kpis\/","title":{"rendered":"Traffic doesn\u2019t depend on me"},"content":{"rendered":"<p>[vc_row full_width=&#8221;stretch_row_content_no_spaces&#8221; el_class=&#8221;cabecera-post-blog&#8221;][vc_column][vc_single_image source=&#8221;featured_image&#8221; img_size=&#8221;full&#8221;][vc_custom_heading source=&#8221;post_title&#8221; font_container=&#8221;tag:h1|text_align:left&#8221; use_theme_fonts=&#8221;yes&#8221; el_class=&#8221;color-blanco&#8221;][\/vc_column][\/vc_row][vc_row][vc_column]<div class=\"ult-spacer spacer-6a79a79f315db\" data-id=\"6a79a79f315db\" data-height=\"30\" data-height-mobile=\"30\" data-height-tab=\"30\" data-height-tab-portrait=\"\" data-height-mobile-landscape=\"\" style=\"clear:both;display:block;\"><\/div>[\/vc_column][\/vc_row][vc_row gap=&#8221;35&#8243;][vc_column][vc_column_text]<\/p>\n<h2><strong>Retail leaders tell me this very often.<\/strong><\/h2>\n<p><span style=\"font-weight: 400;\">Area Managers<\/span><span style=\"font-weight: 400;\"><br \/>\n<\/span><span style=\"font-weight: 400;\">Store Managers<\/span><span style=\"font-weight: 400;\"><br \/>\n<\/span><span style=\"font-weight: 400;\">Sales Advisors<\/span><\/p>\n<p><span style=\"font-weight: 400;\">And honestly\u2026 they are not entirely wrong.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">When we talk about sales performance, most retail teams focus on three key KPIs:<\/span><\/p>\n<ul>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Conversion rate<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Average transaction value<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">UPT (Units per Transaction)<\/span><\/li>\n<\/ul>\n<p><span style=\"font-weight: 400;\">And they should. These indicators are essential to manage in-store sales effectiveness.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">However, in our Retail Coaching Certification, CapKelenn coaches often challenge teams on a more uncomfortable lever:<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Traffic \u2014 or footfall.<\/span>[\/vc_column_text][vc_column_text]<\/p>\n<h2><strong>CAN A STORE TEAM INFLUENCE FOOTFALL?<\/strong><\/h2>\n<p><span style=\"font-weight: 400;\">In my book Retail Coaching (page 24), I introduce the Extraordinary Growth Model.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">A simple question emerges:<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Can a store team attract 10 more visitors per day?<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Most managers immediately respond:<\/span><\/p>\n<p><span style=\"font-weight: 400;\">\u201cTraffic \u2014 footfall \u2014 doesn\u2019t depend on us.\u201d<\/span><\/p>\n<p><span style=\"font-weight: 400;\">So I ask:<\/span><\/p>\n<p><span style=\"font-weight: 400;\">\u201cThen\u2026 who does it depend on?\u201d<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Marketing<\/span><span style=\"font-weight: 400;\"><br \/>\n<\/span><span style=\"font-weight: 400;\">The weather<\/span><span style=\"font-weight: 400;\"><br \/>\n<\/span><span style=\"font-weight: 400;\">The political climate<\/span><span style=\"font-weight: 400;\"><br \/>\n<\/span><span style=\"font-weight: 400;\">Construction in the street<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Of course, all these factors can influence store footfall.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">But is that the whole story?<\/span>[\/vc_column_text][vc_column_text]<\/p>\n<h2><strong>CONTROL VS INFLUENCE IN RETAIL LEADERSHIP<\/strong><\/h2>\n<p><span style=\"font-weight: 400;\">In The 7 Habits of Highly Effective People, Stephen Covey distinguishes between two circles:<\/span><\/p>\n<ul>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">what we CONTROL<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">what we INFLUENCE<\/span><\/li>\n<\/ul>\n<p><span style=\"font-weight: 400;\">This distinction is fundamental in Sales Coaching.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Coaching becomes powerful when managers stop focusing only on what they control and start exploring what they can influence \u2014 including store traffic.<\/span>[\/vc_column_text][vc_column_text]<\/p>\n<h2><strong>MY BAKER\u2019S SMILE<\/strong><\/h2>\n<p><span style=\"font-weight: 400;\">Let me share a simple example.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">My baker, in the village square of S\u00e9n\u00e9, in Brittany.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Her smile.<\/span><span style=\"font-weight: 400;\"><br \/>\n<\/span><span style=\"font-weight: 400;\">Her welcome.<\/span><span style=\"font-weight: 400;\"><br \/>\n<\/span><\/p>\n<p><span style=\"font-weight: 400;\">The personal connection she creates with each customer.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">I call this \u201cmy baker\u2019s smile\u201d.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">This experience creates:<\/span><\/p>\n<ul>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">reputation<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">word of mouth<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">loyalty<\/span><\/li>\n<\/ul>\n<p><span style=\"font-weight: 400;\">\u2026and sometimes even a small \u201caddiction\u201d to her bakery.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">And ultimately?<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Traffic.<\/span>[\/vc_column_text][vc_column_text]<\/p>\n<h2><strong>CREATING FANS IN RETAIL<\/strong><\/h2>\n<p><span style=\"font-weight: 400;\">The same applies in cosmetics, fashion, jewelry, telecom, or any retail environment.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">So a few questions arise for store teams:<\/span><\/p>\n<ul>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Can your store generate fans?<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Does your team develop strong clienteling relationships?<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Does your store experience become something people talk about?<\/span><\/li>\n<\/ul>\n<p><span style=\"font-weight: 400;\">In 90% of our training sessions, retail leaders initially insist that footfall is outside their responsibility.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">But coaching becomes powerful when the mindset shifts.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Not only focusing on what depends on us,<\/span>[\/vc_column_text][vc_column_text]<\/p>\n<h2><strong>A QUESTION FOR RETAIL LEADERS<\/strong><\/h2>\n<p><span style=\"font-weight: 400;\">Extraordinary retail growth often starts with a very simple question:<\/span><\/p>\n<p><span style=\"font-weight: 400;\">What could we do today to attract \u201cjust\u201d 10 more visitors?<\/span><\/p>\n<p><span style=\"font-weight: 400;\">In other words:<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Can store teams influence footfall?<\/span>[\/vc_column_text][\/vc_column][\/vc_row][vc_row equal_height=&#8221;yes&#8221;][vc_column][vc_single_image image=&#8221;13666&#8243; img_size=&#8221;full&#8221;][\/vc_column][\/vc_row][vc_row gap=&#8221;35&#8243;][vc_column][vc_column_text]<a href=\"https:\/\/www.capkelenn.com\/en\/\"><i><span style=\"font-weight: 400;\">www.capkelenn.com<\/span><\/i><\/a><\/p>\n<p><i><span style=\"font-weight: 400;\">info@capkelenn.com<\/span><\/i><\/p>\n<p>&nbsp;<\/p>\n<p style=\"text-align: right;\"><b>Benoit Mah\u00e9 &#8211; <\/b><b data-path-to-node=\"2,0\" data-index-in-node=\"0\">Co-founder of CapKelenn<\/b><\/p>\n<h3 data-path-to-node=\"3\"><\/h3>\n<p>[\/vc_column_text][\/vc_column][\/vc_row][vc_row][vc_column][vc_column_text]<div class=\"addtoany_shortcode\"><div class=\"a2a_kit a2a_kit_size_32 addtoany_list\" data-a2a-url=\"https:\/\/www.capkelenn.com\/en\/blog-en\/retail-growth-model-kpis\/\" data-a2a-title=\"Traffic doesn\u2019t depend on me\"><a class=\"a2a_dd addtoany_no_icon addtoany_share_save addtoany_share\" href=\"https:\/\/www.addtoany.com\/share\">Share new<\/a><\/div><\/div>[\/vc_column_text][\/vc_column][\/vc_row][vc_row][vc_column][\/vc_column][\/vc_row]<\/p>\n","protected":false},"excerpt":{"rendered":"<p>&#8220;Traffic doesn\u2019t depend on me!&#8221; \u2013 A common phrase in retail, but what about what you can control? I am the Co-founder of CapKelenn, and in this blog, we analyze how to optimize your business growth through key KPIs: from conversion rate to annual margin.<\/p>\n","protected":false},"author":2,"featured_media":13697,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[46],"tags":[],"class_list":["post-13677","post","type-post","status-publish","format-standard","hentry","category-blog-en"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v22.7 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>The traffic doesn&#039;t depend on me!<\/title>\n<meta name=\"description\" content=\"Discover how to optimize your retail business growth with this KPI analysis: from conversion rate to annual margin.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" 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