73rd From Selling to Managing
By Rowen Untivero
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
Own-Case Analysis
General Discussions and Insights Drawing
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
Schedule
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
Methodology
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.