Great Dane Selects VantagePoint Performance to Ready their Sales Team for a Digital Future

Sales Training Agile Sales Agile Sales Management News

Innovative Leader in Trailer and Truck Bodies since 1900 Chooses Industry Disruptor to Create an Agile Salesforce

VantagePoint Performance, the only research-led agile sales coaching, consulting and training company in the world, announced today that Great Dane selected VantagePoint’s Agile Sales & Coaching Platform after hearing them speak at Dreamforce 2018.

With a history dating back to 1900, Great Dane has established itself as the transportation solutions leader of today – delivering innovative products and exceptional services that help their customers and employees succeed. They are committed to the research and development of cutting-edge products that stand up to the toughest demands.

“Great Dane has a history of success because we embrace what’s next.” Said Chris Hammond, Great Dane’s executive vice president of Sales. “We have invested in sales training and tools in the past, but we didn’t think traditional training was going to help us transform for the digital future. VantagePoint’s Agile Sales & Coaching Platform will help us connect our insight and tools to our sales teams and managers. Its insight-led, holistic approach provides the missing link to our sales investments.”

When a multi-year study at the Florida State University Sales Institute set out to answer the question, “What is the best sales methodology?”, they made a stunning discovery: no sales methodology works best. Regardless of company size, industry, geography or any other factor, a single sales methodology consistently led to lower performance and failed the reps who used it in roughly 3 out of 4 selling situations. VantagePoint’s Agile Sales & Coaching Platform was created to solve this problem. It allows organizations to become agile – easily able to understand each buying situation and quickly apply the sales strategy proven to win most often in each situation.

“Great Dane manufactures the best trailers in the world and they can rely on VantagePoint to provide the best situational insight and training to their sales team.” said Joe Terry, CEO of VantagePoint. “By partnering with VantagePoint to optimize their insight, sales and coaching, Great Dane will learn to move sales through the funnel more effectively, improve management support, better measure performance and ultimately improve the percentage of sellers hitting their goal.”

VantagePoint’s revolutionary Agile Sales & Coaching Platform leverages a three-pronged approach – (1) Diagnostic/Insight, (2) Training and (3) Sustainment and Measurement – to identify the unique buying situations a company faces and the best approach for each one, then get reps prepared to meet each situation effectively. The approach is methodology-agnostic, meaning it doesn’t try to make a product fit a situation; rather, it starts with a deep understanding of the company situation, and then matches the best methodologies to company-specific selling scenarios.

About Great Dane
Great Dane is the leading manufacturer of high-performance commercial transportation equipment, including dry and refrigerated trailers and truck bodies, as well as steel, aluminum and combo platform trailers. Great Dane has a storied history in the commercial trucking industry and is a driving force in trailer technology, innovation, quality and customer service. Headquartered in Chicago, Illinois, and with an additional corporate office in Savannah, Georgia, Great Dane has manufacturing plants strategically located throughout the United States. The company’s network of corporate-owned branches, full-line independent dealers and parts-only independent dealers offers a broad range of distribution points for new and used trailers as well as aftermarket services across North and South America. Visit Great Dane online at