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76th From Selling to Managing 2.0: Building Sales Leaders in a Hybrid, AI-Enabled World

by Ronnie Traballo

Starts
Asia/Manila
Ends
Asia/Manila
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PROGRAM OVERVIEW                                                                               

This program is designed to help high-performing sales professionals successfully transition from individual contributors to effective sales managers by equipping them with the mindset, tools, and operating discipline required to lead people, manage systems, and scale performance.

Unlike traditional sales management courses that focus on supervision and control, this program emphasizes the manager’s modern role as a performance multiplier—someone who drives results through planning, coaching, pipeline governance, and execution excellence in today’s hybrid, digitally enabled selling environment.


EXPECTED OUTCOMES

By the end of the 2-day program, participants will be able to:

1. Make the critical mindset shift from top seller → sales leader
2. Run a modern sales management operating system
3. Plan and govern territories, accounts, and pipelines with discipline
4. Coach salespeople using skill, deal, and mindset coaching
5. Improve execution in hybrid and self-serve buyer journeys
6. Use CRM and AI tools as management enablers, not administrative burdens
7. Apply learning immediately through live execution labs

Relevance of the Course in Today’s Environment

Sales management today operates in a far more complex environment than ever before:

  • Buyers across ASEAN are more informed, price-aware, and digitally enabled
  • Sales teams operate across multiple countries, cultures, and channels
  • Managers must balance B2B relationship selling with B2C speed and scale
  • Organizations expect sales leaders to deliver predictability, coaching, and growth, not just volume


This course is designed to help sales managers succeed in regional, multi-market environments, where execution discipline, cultural awareness, and scalable systems are critical.


  • Uniqueness of the Program

What makes this program distinct:

  • Modern-first design – built for hybrid, digital, and AI-supported selling
  • ASEAN-relevant – designed for regional, multi-country sales environments
  • B2B and B2C integration – applicable across project sales, key accounts, channels, and consumer-driven models
  • Execution labs – real pipelines, real deals, real coaching conversations
  • System leadership focus – managing sales as a business system, not just a function

This is not a generic sales management seminar.

It is a practical leadership program designed for real-world complexity.

DAY 1 – The Sales Manager Shift & System Leadership

Module 1: From Top Seller to Sales Leader

• The manager identity shift

• Redefining success metrics

• Time and priority reallocation


Module 2: Managing the Sales System (Not Just People)

• Modern sales system components

• Managing clarity, consistency, and execution


Module 3: Planning for Hybrid & Self-Serve Buyers

• Buyer behavior shifts in current market 

• Territory and account planning in omnichannel environments


Module 4: Pipeline Governance & Forecast Discipline

• Opportunity quality standards

• Effective pipeline reviews and forecasting


DAY 2 – Coaching, Performance & Execution Excellence

Module 5: The Manager as Coach

• Skill, deal, and mindset coaching


Module 6: Developing Salespeople at Scale

• Continuous development models

• Field coaching and AI-enabled practice


Module 7: Performance Management Without Killing Motivation

• Managing standards, accountability, and engagement


DAY 2 AFTERNOON – EXECUTION LABS

Module 8: Deal & Pipeline Execution Labs

• Live deal coaching and pipeline problem-solving


Module 9: Territory & Account Execution Labs

• Key account and distributor execution strategies


Module 10: Sales Manager Operating System Capstone

• Personal management cadence

• Coaching and pipeline governance plan





Schedule & Location

March 4 & 5 | 9AM - 5PM
Ortigas Center, Pasig City

Methodology

Besides the lectures with case examples and AVPs, there will be class discussions and workshops for immediate application.

Who Should Attend

• Newly promoted Sales Managers and Team Leaders
• Sales Supervisors and Field Sales Managers
• High-potential salespeople being prepared for leadership roles
• Channel and Distributor Managers
• Business owners and heads of sales managing growing teams


SPEAKER

Ronnie Traballo

Chief Sales Strategist

  • Mansmith and Fielders Inc. is the first and only private company recipient of the Agora Award for Nation Building in Market Leadership.

  • Author/Co-Author/Editor if 10 books in marketing, entrepreneurship and anthropology

  • Finished the Advanced Management Program 2018 (IESE Business School New York and Barcelona)

  • Executive Scholar in Marketing and Sales (Kellogg Business School, Northwestern University)

  • Took advanced marketing programs at Columbia Business School (CEIBS campus), Harvard Business School, University of California-Berkeley

  • Certified Master Coach (by the Behavioral Coaching Institute) and Certified Appreciative Inquiry Training Facilitator (by Company of Experts USA)

  • Go Negosyo Enabler Awardee 2014; ASEAN Women Entrepreneurs Network Awardee 2015

  • Former Chair of the Women’s Business Council Philippines

  • M.A. in Anthropology, University of the Philippines  / M.A. in English Language and Literature Teaching, Ateneo de Manila University