What does a sales manager do?

What are the best KPIs for a Sales Manager, Branch Manager  and a Product Manager?

• We are a distribution company that imports products from out of the country. We do NOT manufacture products. Job Details: Product Managers' responsibilities: 1. Do market research. 2. Make sales target based on market research with approval by Sales Manager. 3. Learn and teach as much as possible about products. 4. Create marketing strategy for products. 5. Identify Key Opinion Leaders. 6. Participate in or create events such as workshops, etc. 7. Identify market trends and look for new products to import. Sales Managers' responsibilities: 1. Execute marketing strategy. 2. Turn leads into purchase orders. 3. Follow up on leads. 4. Make sales forecasts and pipeline. 5. Set prices based on market condition with approval by Product Manager. Branch Manager responsibilities: 1. Lead and nurture sales team for specific area 2. Achieve sales target for specific area. 3. Establish and keep up relationships with customers in area, including after-sales service. Sales Manager scope is nationally for a certain group of products.  Branch Manager is under Sales Manager and reports for that group of products. What are the best KPIs for these jobs? I will use these KPIs to measure annual bonus. Thank you

• Answer:

  Seems like your product manager role has a lot of market development responsibilities,  so I’d use some of the typical marketing KPIs. Product Manager: 1.      New qualified leads brought in (This seems to be the goal of duties 1,3,4,5,6 & 7) 2.      % of new markets/products sales goal hit The sales role has a fairly standard set of sales goals, so you can use some typical sales KPIs: Sales Manager: 1.      % of deals closed from new leads  (Shows success in duties 1,2,3) 2.      % of target quota achieved  (Reflects success in 4 and 5 and sales to existing customers)