73rd From Selling to Managing

By Rowen Untivero

Registrations are closed

Gain new sales management knowledge to have versatile sales leaders capable of handling different sales management situations. 

Key Benefits of the Company As the sales leaders apply the frameworks, tools, and strategies to their own respective situations, the company will:

  • Have versatile sales leaders capable of handling different sales management situations

  • Translate the leadership and management performance of sales leaders to positive gains such as:

    • effective management of human and non-human resources

    • less probability of avoidable turnover of performers

    • better sales force morale

    • better performance of teams versus goals

  • in case of sales crisis, be able to weather and recover faster

Program Overview

  • Induces participant-course attitude towards unlearning old habits

  • Generates  participants’ realizations

  • Prepares them to open up to new sales management knowledge

  • Overarching  Framework- S.S.S

  • 4 Management Situational Modes

    • Start-up

    • On Track

    • Off-track

    • Troubled

  • Management Modes Framework

    • Challenges and Opportunities in Each Management Situational Mode

    • Priorities

    • Strategies

  • 4 Dimensions of Management

    • Decision-making

    • Task Management

    • Leadership

    • Motivational Methods

  • Sales Management Multiple Style Matrix: 4 Management Mode X 4 Dimensions of Management

    • Management Styles

    • Situation when each one works best (Do’s)

    • Situations when each one should be avoided (Don’ts)

  • Own-Case Analysis

  • General Discussions and Insights Drawing

  • Framework and Tools Usage

  • Application to Cases to be provided

  • Output Presentations

  • Discussions, Realizations, Insights

  • 5-Way Situational Role-plays

    • As sales leaders

    • Point-of-views of subordinates and peers

    • As observers and critics of colleagues and co-participants

    • From feedback of the co-participant observers

    • From the reinforcement and critiquing of the Mansmith Training Master

  • Discussions, Realizations, Insights

  • Reading the sales management situation

  • Sales Management Issues of Start-ups

  • Sales Management Issues of Issues in On-Track

  • Sales Management Issues of Off-Track

  • Sales Management Issues of Troubled

  • Priorities per Mode

  • How and When each Management Style Works

  • Advertising

  • Automotive

  • Agriculture

  • Banking and Finance

  • Construction

  • Education

  • Energy

  • Food & Beverage

  • Insurance

  • Personal Care

  • Professional Services

  • Telecom

  • Technology

January 12, 13, 19, 20, 24, 2023
3:00PM - 6:00PM

Past Attendee

Managers (40%)
Supervisor (20%)
Support Team (40%)

Who Should Attend
  • Salespeople to be promoted or being considered for promotion

  • Sales Leaders (Directors, Managers,                        

  • Supervisors, Team Leaders)

  • Entrepreneurs

  • Distributor Operations Managers

  • Sales Support Leaders

Targeted Competencies
  • Analytic Thinking

  • Adaptability

  • Contributing to team success

  • Credibility and Professionalism

  • Decision Making

  • Delegation

  • Leadership

  • Leading a team


Lecture discussions, Real-stories, Mini-workshops, Q&A, 5-way Role Playing, Group/Selected individual presentations, Professional feedback, and critiquing by the Mansmith Coach-Training Master


Rowen Untivero  

Partner and Chief Sales Strategist  
  • A veteran of Training, Coaching and Consulting for a quarter of a century and with almost 3 decades of successful sales, buying and negotiation practice, injector of science in the fields of selling, negotiation, sales management, business-to-business marketing as well as management in general via his original framework, processes and tools. 

  • He has contributed much science to business as the pioneering developer of the world’s first mathematics of negotiation, the strategic nego-mapping methodology, reading and projecting verbals and tones, systematic account development strategies, tools in a business-to-business setting,  sales management framework, simplified problem solving, effective coordination, the 4 modes of management, conflict resolution, problem solving, effective coordination and smoothen communication in organizations and many more. 

  • He provides a 360-degree and multi-dimensional set of perspectives from that of the CEO, middle management, down to that of the front-liner and staff member and has had exposure in almost every industry. 

  • He graduated Cum Laude at the University of the Philippines, Diliman, with a bachelor’s degree in BS Economics,; supplemented by MBA studies in De La Salle University, an Executive Education Program on Strategic Business Leadership from the University of Chicago Booth School of Business-Illinois, USA.

  • He was Country Manager for Alcatel Mobile Phones, before moving to entrepreneurship.

Date & Time
January 12, 2023
Start - 3:00 PM
January 24, 2023
End - 6:00 PM Asia/Manila

Live via Zoom

--Live via Zoom--
--Live via Zoom--

Rowen Untivero

--Rowen Untivero--

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