How Porsche Bulgaria Strengthened Its Sales Team for the Local Market Without Compromising International Sales Standards

The Challenge

Porsche Bulgaria, the official importer of VW, Audi and VW LNF, approached us with the need to establish a consistent sales standard and approach across the brand’s entire dealer network. The requirement was not only to develop the sales skills and competencies of employees in the Sales department, but also to ensure that these skills were aligned with the brand’s international standards.

The Solution

We began by familiarising ourselves with the company’s established international standards for customer service and vehicle sales. We found that the market situation in Bulgaria differed in important ways from the brand’s other markets.

We proposed a sales development program that would fully reflect the international standards while also being adapted to the realities and specific characteristics of the Bulgarian market.

We also ensured that the program matched the current capabilities and skill level of newly appointed salespeople. We used an interactive approach combining concepts and practice, with a strong emphasis on practical work: live demonstrations, knowledge and skill sharing and integration, simulations, facilitated discussions, video recording, and detailed analysis of participants’ strengths and development areas.

The Results

Working together with the client, we adapted the sales standards and translated them into specific behavioural models that employees later mastered and began applying in their day-to-day work.

The program achieved the client’s objective: a higher overall level of sales competence across the company.

Customer satisfaction improved noticeably, as reflected in better Customer Satisfaction Survey results and mystery shopper’s assessments.