Sales Management

The personal sale was a very important tool in the marketing mix of the companies I have worked for. The sales process had to be organized efficiently, and that starts with the selection of the right customers; for very heterogeneous customer portfolios a real challenge. Also processes for campaign management, complaint handling and consulting had to be implemented to ensure an efficient and effective sales operation.

Ways to Adress the Challenge


Sales Planning

Strategy Implementation

Manage Channels

Funnel & Pipeline

Selling Solutions

Account Management

Create Dashboard

Measure Performance

Projects and Activities

  • Analyzed Customers and Customer Portfolio
  • Developed customer segmentation towards customer centricity
  • Articulated sales strategies
  • Led inter-regional sales resources to the implementation of the global campaigns
  • Improved the process for price inquiries, lead management and complaint handling
  • Proposed and sold solutions to large and small customers
  • Assessment of sales representatives and optimized resource planning
  • Created reporting and dashboard


“Holger was closely involved in the acquisition. He understood the challenges, we had with special customers very well and he was able to articulate effective and efficient strategies that have helped us to achieve our ambitious growth targets”

SVP Marketing and Sales
of a leading B2B company