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Skyler Schmanski

(American-Parisian) Demand Generation Manager at Incenteev
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Sales Executive Coffee Break News - May 2018

By Skyler Schmanski on Apr 30, 2018 5:58:25 PM

Welcome to Executive Coffee Break News: your monthly

sales insights, best practices, and executive content...

in the length of a coffee break.


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Sales executive of the future: building an organization to endure

By Skyler Schmanski on Apr 24, 2018 10:39:00 AM

The sales world has gone digital. But AI and every other tech acronym has only made emotional intelligence and the human connection more imperative.

Your role as an executive—whether CEO, CTO, or CMO—is to navigate your organization through these uncharted waters. The digital transformation is forcing everyone, from the C-Suite to middle management to reps themselves, to master the new tools at their disposal. It is blurring the lines between previously distinct roles. And, perhaps most importantly, it is empowering sellers to adapt to the demands of consumers at record pace.

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The KPI kings for sales organizations

By Skyler Schmanski on Apr 17, 2018 10:13:00 AM

"KPI" is hurled around so often that it has become a bit of a buzzword. Not all metrics matter to everyone, and some matter a great deal more than most. The real question you should be asking is: Which KPIs matter to my organization? Let's sift through the mountain of recommendations and look at the tried-and-true top performance trackers you can start implementing today.


1. Bite-Sized Actions

“A journey of a thousand miles begins with a single step,” isn’t just a cliché on a graduation mug. Slices make the pie, and daily actions yield yearly achievements. For sales reps, the big three are:

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Sales organization motivation: more than money

By Skyler Schmanski on Apr 10, 2018 10:27:00 AM

How do you motivate a demographic in which 3 out of 4 people have no idea what they are doing? While there may be disagreement over the cause of these shortcomings, what can be agreed upon is that doubling down on the same system will not generate different results. Rather than focus on the controversy of failure, let us examine the catalysts for success.

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What does a quota-less, commission-less future of sales look like?

By Skyler Schmanski on Jan 24, 2018 5:05:41 PM

Meat and potatoes, quotas and commissions. Staples of a healthy home and workplace diet, so we're told. Feel free to replace meat with an organic, GMO-free soy alternative. And while you're at it, reconsider those quotas and commissions, too.

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Death of a Sales Manager

By Skyler Schmanski on Sep 29, 2017 5:45:01 PM


Sales managers are a dying breed, but sales management is not. The reality is that automation isn’t just here to stay—it’s booming. That’s a bit disconcerting to anyone not building our digital replacements. Then again, that’s the superficial perspective. Digging deeper reveals another: automation frees us from one-dimensional management.

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Technology is the answer to its own "problems"

By Skyler Schmanski on Sep 19, 2017 11:52:25 AM

What a strange practice it is… that a man should sit down to his breakfast table and, instead of conversing with his wife, and children, hold before his face a sort of screen on which is inscribed a world-wide gossip.

Sociologist Charles Cooley on the rise of newspapers, 1909

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Inspire your team: 12 weeks, 12 quotes, 12 leaders

By Skyler Schmanski on Aug 9, 2017 12:56:33 PM

Quotes mean more coming from people who’ve lived them. From Google’s cofounder to Apple’s CEO, age-old wisdom is empowering cutting-edge leaders. Read, post, and build goals around them to inspire your team week by week. By the end, you’ll be writing your own.


Week 1

“Have a healthy disregard for the impossible.” Larry Page

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Empower: How to Make Your Sales Force Indispensable (PREVIEW)

By Skyler Schmanski on Aug 2, 2017 5:50:07 PM

We drive to the office in a 2017 sedan, whip out an iPhone 7, and settle into work like our grandfathers. While tools and technologies have come a long way since the 20th century, the mindset to maximize them has not. For the most part, companies are going about business as usual. The biggest contrast you’ll find is often the color palette on the break room 4K TV.

These additions are useful, but without a greater transformation for context, they remain just that—useful. Pair them with cutting-edge management, however, and your employees thrive. Most unproductivity can be traced back to a lack of motivation, which in turn traces back to mismanagement. That’s a good thing: the path to record sales starts with you.

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Summer beach reading: 7 books for the vacationing manager ⛱

By Skyler Schmanski on Jul 25, 2017 8:00:00 AM

1. Save time

You don’t have enough daylight to get through this entire list. What better way to launch your summer ambitions than learning to maximize what little time you do have? From family to work, efficiency is a skill applicable to any pursuit. You only have two turns of the clock per day. Make them count.

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