Problem
What specific challenges were you facing before working with Lushin?
Kerr: BuildCentral was a very well-run sales organization. We had about five sales reps producing at a good rate, but I had my eyes set on being great.
I understood being good is the enemy of great. Dan talked my language and was a great listener. He’d ask me questions, and I would share my answers candidly. His responses proved to me that he understood what I was talking about.
How Lushin Helped
How did Lushin help BuildCentral overcome its biggest challenges?
Kerr: When I started to work with Dan, he recommended that I take this self-assessment test known as the OMG (Objective Management Group). Then, we analyzed it. We looked at my strengths and blind spots and then identified ways in which those strengths and weaknesses could help us get to great.
We also assessed every employee who reports to me, and this gave me insights that made me a better coach because I understood everyone's strengths and weaknesses.
What does success with Lushin look like day-to-day?
Kerr: Dan has brought accountability into our business, from individual strengths and weaknesses to the numbers game. So, numbers are out there. Data is out there. What's really important is what numbers and what data are important. Lushin’s also helped us draw that into KPIs that we look at daily, weekly, quarterly, and, of course, annually.
Is there a particular tool Dan has introduced to you that stands out?
Kerr: There's this magical triangle that Sandler Sales goes by. It's called the BAT triangle—Behavior, Attitude, and Technique. Each corner of that triangle is basically what makes an individual.
On the behavior side, you're looking at goals, a plan, and what your action is. That is the most important aspect of that triangle.
On the other corner is attitude, which involves looking at what you feel about yourself—your mind, body, and soul. It's what an individual brings to the table.
And, finally, the last corner is technique, and it covers things, like, you know, whether or not you’re a smooth talker? Do you understand the process of a cold call? Do you understand the process of an upfront agreement?
The Results
What measurable results have you seen?
Kerr: Over two years, we've increased annual recurring revenue by 120%. Moving down the line of importance now, what is our sales culture? It’s everything. We have the skills to produce today and tomorrow, even if there are changes in the market or our products.
How has Lushin training impacted you personally?
Kerr: Lushin has helped me become a great sales manager and salesperson, but the biggest value is that it’s made me a better parent and friend. The skills, attitudes, and behaviors I’ve learned all translate into me now being a human being. It starts with that and ends with that.
What’s been your team’s response?
Kerr: My team was initially skeptical. But, it didn’t take them long to get it and embrace Dan's messaging. They look forward to our bi-weekly Lushin meetings and asking Dan tough questions.
What advice would you give others thinking about buying Lushin?
Kerr: Bring Dan on board whether you have a good or struggling sales team. He can help you become great—if you’re willing to learn. It’s about attitude, which starts at the top with an executive management team willing to invest time and energy.
Lushin isn’t a gimmicky sales program. It's truly about understanding pain points so you can have stronger relationships. Dan and Lushin have upped my game there, and I'm eternally grateful for that.
Ready to Rewrite Your Success Story?
Don't let being okay with "good enough" prevent your organization from becoming great. Follow BuildCentral's lead and partner with a Lushin coach who can help transform your sales culture, strengthen your processes, and drive measurable growth through enhanced accountability.
Our experts understand that creating a high-performing sales team requires more than just training—it takes a willingness to learn, commitment from leadership, and investment of time and energy. We’ll work alongside you to develop the specific tools, mindsets, and frameworks your team needs to excel, whether that's implementing the BAT triangle, establishing meaningful KPIs, or building stronger customer relationships.
For over 25 years, our coaching team has guided business owners and sales professionals toward intentional, predictable growth through customized coaching that impacts performance and every aspect of professional development.
Schedule a 30-minute call with one of our experienced sales and management consultants to see if a Lushin coach can help your team achieve its full potential.
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