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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.

The program follows adult learning principles, ensuring high engagement, regional relevance, and immediate field application.

DAY 1 – The Sales Manager Shift & System Leadership

  • Why more spend, more channels, and more content fail

  • Understanding false efficiency vs real leverage

  • The manager identity shift

  • Redefining success metrics

  • Time and priority reallocation

  • Modern sales system components

  • Managing clarity, consistency, and execution

  • Buyer behavior shifts in current market 

  • Territory and account planning in omnichannel environments

  • Opportunity quality standards
  • Effective pipeline reviews and forecasting


DAY 2 – Coaching, Performance & Execution Excellence

  • Why more spend, more channels, and more content fail

  • Understanding false efficiency vs real leverage

  • Skill, deal, and mindset coaching

  • Continuous development models
  • Field coaching and AI-enabled practice
  • Managing standards, accountability, and engagement
  • Live deal coaching and pipeline problem-solving
  • Key account and distributor execution strategies
  • Personal management cadence
  • Coaching and pipeline governance plan



Schedule & Location

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

Methodology

• Interactive lectures and facilitated discussions

• Group workshops and simulations

• Live pipeline and deal execution labs

• Practical tools, templates, and take-home frameworks


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


Ronnie  Traballo brings strong credibility as an international sales leader, strategist, and entrepreneur, with experience spanning corporate, consulting, and business ownership roles across Southeast Asia.

His background uniquely positions him to address the realities faced by modern sales managers:

• Extensive experience working across ASEAN markets, managing culturally diverse teams, distributors, and clients in multiple countries

• Deep exposure to both B2B and B2C selling environments, including:

• Key account and project-based sales

• Channel and distributor management

• Consumer-facing and retail-driven models

• Former corporate executive who rose from the sales ranks of P&G and Chevron, trained in structured, performance-driven sales organizations.

• Awarded as the first and only Hall of Fame inductee from Asia of the American Society of Concrete Contractors’ Decorative Concrete Council, showing professional excellence and long-term stewardship

• Currently leads and grows his own group of companies operating across Southeast Asia, giving him first-hand experience in:

• Building sales organizations from the ground up

• Managing regional teams and partners

• Balancing strategy with daily execution and cash-flow realities

Ronnie  teaches from lived regional experience, combining:
• Corporate discipline
• Entrepreneurial agility
• ASEAN cultural understanding

Participants learn from someone who has sold, managed, built, and scaled sales organizations—not just studied them.