Growth and Onboarding Without Borders
Claus may be based in Switzerland, but his presence is felt across borders every single day. As a central figure in the Conference Manager sales team, Claus is in continuous contact with colleagues across Denmark, Germany, and Sweden, our primary markets – not just to talk numbers, but to guide, support, and help new as well as experienced team members grow in their roles.
“I often talk to each salesperson two or three times a day,” Claus explains. “We may talk about how they handled a lead, map out next steps in a process, or discuss a specific customer. Sometimes they just need a second opinion, other times a bit of praise and motivation.”
The goal is clear: to ensure every team member feels supported and equipped to develop their own style – without feeling like they’re doing it alone.
Onboarding with Confidence
For new colleagues, Claus plays a key role in onboarding. He doesn’t just hand over a manual – he joins them on the journey.
“I see it as my most important task to help them settle in – not just understand the framework, but to feel safe exploring how they can make it work for them. That’s how people grow.”
He acts as a playing coach – present, engaged, and involved in the daily work. With years of experience in software sales, Claus combines hands-on advice with real-time feedback, making onboarding a practical, personal process.
Knowledge Sharing as the Backbone
Claus’ leadership style is rooted in knowledge sharing. He’s a coach on the field – present, engaged, and hands-on. And when he’s off the clock? You’ll likely find him in the garden – cap on, hands in the soil.
“Balance matters,” he explains. “Whether you’re nurturing a plant or a salesperson, it’s about creating the right conditions for growth. You can’t force it – you guide it.”
At Conference Manager, knowledge sharing isn’t a buzzword – it’s embedded in the daily rhythm. Weekly sales meetings and ongoing sparring sessions ensure that learnings flow freely across teams and borders. And new colleagues are not only welcomed but invited to ask questions, challenge assumptions, and share their perspectives.
“We learn from each other all the time – that’s how we move forward.”
A Clear Framework That Removes Uncertainty
At Conference Manager, sales isn’t about reacting to customers – it’s about guiding them. The process rests on a clear, structured framework that sets expectations from the very start. Customers are asked to define their needs early, provide key information like specifications, and make timely decisions.
“We’re not in the business of pleasing everyone,” Claus says. “We’re here to help our customers make good decisions – but they need to commit. If they can’t, we walk away.”
The clarity eliminates uncertainty. Internally, it gives the sales team a strong backbone to lean on. Externally, it gives customers the confidence that they’re working with a partner who knows where they’re going.
“If the customer senses we’re unsure, they’ll be unsure too,” Claus explains. “That’s why we challenge them – respectfully, but firmly. Because that’s how we move things forward.”
Local Presence, Shared Culture
Claus also highlights the importance of local insight. While onboarding processes and frameworks are shared, cultural understanding is key to building trust with customers – and internally.
“You need to feel confident in your market, but also connected to your team. That’s where I come in – to bridge those worlds and make sure no one feels on their own.”
One Team, One Mindset
While all salesperson bring their own approach and personality, there’s one thing that unites the entire team: the understanding that sales is not a solo act.
“No one here thinks they can do it all on their own,” Claus says. “We succeed together – across roles, across borders.”
That’s why collaboration across teams is a cornerstone of how Conference Manager works – from Customer Success to Product, Marketing, and beyond.
At the same time, new team members are encouraged to actively contribute and challenge us. Fresh perspectives are highly valued, and we work together to integrate them in a way that complements our proven framework. It’s about balancing innovation with shared goals.
“We are a united group. That’s what makes us strong.”
