Selling on the biggest marketplaces is about sustained growth that comes from continuously tracking and refining what works. Many sellers struggle because they aren’t clear on their key performance areas. For example, they’ll focus on impressions but ignore conversion rates, or chase ad clicks without knowing how it impacts total orders. Without defining KPIs properly and aligning them with business goals, sellers often hit plateau stages. 

A smart KPI tracker helps you monitor the right key performance indicators (KPIs), analyse performance at every level, and take timely action. This is where project management tools and structured reporting play a crucial role, making it easy to stay accountable and agile, especially in fast-moving categories.

In this blog, we’ll break down what KPIs to track monthly, real key performance indicators examples, and how to make them work for your business. Whether you’re new to selling or scaling an established brand, this guide will help you structure your growth, one metric at a time.

Daily Marketplace Performance Metrics to Track

While monthly growth is the goal, it’s built on the back of daily discipline. Monitoring the right metrics every day ensures you’re catching issues before they snowball whether it’s a dip in conversions, rising returns, or stock outs. Your KPI tracker should support this level of visibility across operational and sales fronts.

Inventory Tracker Metrics

From poor retail price management to delayed replenishment, missteps here can disrupt your entire supply chain. That’s why keeping a close eye on your inventory and fulfillment metrics  with the help of a robust inventory management system, order management system, or warehouse management system is critical. 

• Top-Selling Products: Identify which Stock Keeping Units (SKUs) are driving the majority of your revenue. This helps in prioritising stock, ads, and bundling strategies.
• Return Rate: A high return rate often signals quality issues, misleading listings, or delivery damage. Daily tracking helps pinpoint problem SKUs or categories, so you can act before damage to your ratings or margins occurs.
• DUR (Daily Unit Rate): Tracks the number of units sold per day for specific products. DUR is essential for forecasting demand, planning ad budgets, and identifying high-velocity SKUs.
• Stock Cover Days: Know how many days of inventory you have left per product. This enables faster restocking and prevents listing downtime during high-demand periods.
• Buy Box Win Rate: If you’re a reseller, this metric is crucial. Daily monitoring lets you react quickly to competitors undercutting your price or offering better shipping terms.

Sales Tracker Metrics

A robust sales tracker ensures you’re not just reacting to performance but proactively identifying opportunities and leaks. Using marketplace analytics and tools to track Amazon orders, evaluate pricing, and benchmark across platforms is essential.

• Gross Merchandise Value (GMV): Your GMV is the total value of products sold, before returns or discounts. It offers a quick view of revenue scale and category momentum. Tracking GMV helps assess how promotions or pricing shifts are impacting top-line sales.
• Order Volume: This tells you how many total orders you’re fulfilling daily. When paired with Amazon tracker tools, it helps identify patterns like high-demand days or SKU-specific spikes.
• Profit Margin by Marketplace: Not all platforms are created equal. Daily tracking of margin by marketplace helps you understand where to push harder and where to cut back. Using a Seller Fee Calculator ensures that you are factoring in fees, shipping costs and discounts to help refine this metric. 
• Average Basket Value/Average Order Value (AOV): This metric reflects how much customers spend per transaction. Track AOV daily to assess bundling success, upselling performance, or pricing effectiveness. It’s also a strong indicator of buyer intent and brand strength.
• Daily Run Rate (DRR): This is your total sales per day across the catalog. It’s a top-level view that helps benchmark current performance, predict monthly revenue, and set realistic sales goals.
• Track Pricing Fluctuations: In competitive categories, even a ₹5-₹10 price change can affect conversion. Use your sales tracker to track pricing daily and ensure you’re aligned with competitor movements to maximise profitability. Additionally, based on the platform you’re selling, e.g., Flipkart, your pricing changes as there are many factors that influence your strategies on Flipkart. 

Advertising Tracker Metrics

Marketplace advertising is no longer optional but throwing budgets at ads without monitoring performance can drain your profits fast. This is where a daily advertising tracker becomes crucial.

• ACoS (Advertising Cost of Sale): One of the most watched metrics. It tells you how much you’re spending on ads to make ₹1 of sales. Track ACoS daily to avoid overspending on unprofitable campaigns and maintain a healthy profit margin.
• TACoS (Total Advertising Cost of Sale): This metric accounts for total sales (organic + ad-driven), giving you a better view of ad contribution to overall growth. A rising TACoS with flat organic sales often indicates overdependence on ads.
• Impressions & Click-Through Rate (CTR): These two metrics show whether your ads are getting seen and clicked. A low CTR may point to weak creatives or irrelevant targeting. Monitor daily to test and improve copy, imagery, or audience targeting.
• Conversion Rate (CVR): High impressions and clicks are useless without conversions. Track CVR daily to evaluate whether your product detail pages (images, A+ content, pricing) are doing their job.
• Daily Spend vs. Budget Cap: Track if your campaigns are pacing correctly throughout the day. Daily monitoring helps prevent early budget exhaustion or underutilized ad spend during peak hours.
• Top-Performing Keywords & Search Terms: Your keyword-level performance will shift frequently. Keep a close eye on what’s converting, and reallocate budgets based on daily trends.
• New-to-Brand Customer: If your goal is customer acquisition, this metric helps assess how well your campaigns are driving fresh buyers into your funnel.

Customer Engagement & Satisfaction

For e-commerce growth, especially the marketplaces in India, your product might win the first sale but customer experience wins the next five. Yet, many sellers ignore post-purchase metrics that directly impact retention, reviews, and long-term profitability.

• Repeat Purchase Rate: This shows how many of your buyers are coming back, a key metric for gauging loyalty. A strong repeat rate means your product, experience, and value are aligned with expectations.
• Churn Rate: This refers to the number of customers who stop purchasing your products especially if it can be a recurring expense. A rising churn rate may point to quality concerns, weak retention strategies, or marketplace competition pulling your buyers away.
• Customer Lifetime Value (CLTV): CLTV calculates the total revenue a single customer is expected to generate throughout their relationship with your brand. Pair this with acquisition costs to ensure you’re not spending more than you earn per customer.
• Customer Acquisition Cost (CAC): This includes ad spend, discounts, and other promotional costs used to acquire a new customer. A sustainable business model keeps CAC well below CLTV. Tracking this ratio over time is vital for profitability.
• Return Rate: Also relevant here, since returns often come from unmet expectations. Use return reasons and patterns to improve listing content, packaging, and communication.
• Seller Response Time: Fast, helpful responses build trust and reduce disputes. This metric is directly tied to seller ratings, which influence visibility and conversion on marketplaces.

How to Build and Customise Your Own KPI Tracker?

Every marketplace business, be it growing e-commerce platforms like Etsy or established marketplaces like Myntra has unique growth levers which is why your KPI tracker shouldn’t be one-size-fits-all. A customised tracker gives you the flexibility to monitor what matters most to your brand, your category, and your team’s workflow.

Define Your Core KPIs

Start by listing down your core KPIs across daily, weekly, and monthly intervals  such as sales velocity, return rate, ad spend efficiency, or customer retention. From here, use the right tools to structure, automate, and visualise your data.

Choose Your Format

Decide whether your tracker will live in a spreadsheet, dashboard, or be built into your team’s existing tools. Many sellers embed trackers into project management software like Notion, Asana or Trello where team members can comment, tag owners, or link issues directly to KPI changes.

Set Up KPI Categories

Organise your sheet or dashboard into sections: Sales, Advertising, Inventory, Customer. Within each, list your chosen KPIs, define how they’re measured, and set a benchmark or target. Here, project tracking software comes in handy if you want to automate updates or plug in data from multiple sources.

Assign Ownership

Each KPI should have a responsible team member. Whether it’s the media buyer tracking ACoS or the ops lead monitoring return rates. Ownership ensures accountability and action. If you’re managing timelines around launches or seasonal spikes, use tools that support Gantt charts for visual clarity. Even a basic diagram Gantt layout can help teams map dependencies between campaign schedules and KPI shifts.

Set Check-In Routines

Daily inputs for critical metrics, weekly insights for tactical changes, and monthly reviews for strategic planning. Plug this review system into your team’s project planning software so updates don’t fall through the cracks.

Adapt as You Scale

As your business expands across marketplaces, geographies, or product lines, your tracker should evolve. Add filters for marketplaces, automate more inputs, or create visual dashboards for faster decision-making. If you’re using a static sheet today, consider shifting to a tool that offers API integrations or automated pull-ins.

Conclusion

Setting up a KPI tracker is the foundation but the real growth happens when you read the signals and respond in time. Whether it’s optimizing ad spends, improving return rates, or narrowing in on your most profitable products, daily and monthly performance reviews are what separate reactive sellers from strategic ones.