Sales Team Building is Like Knife Building

Disclaimer: I’m a self-taught, amateur bladesmith, and there are undoubtedly more refined methods for crafting a knife. I also tend to be highly detailed in explaining my process – thanks for your patience. Now, when it comes to building high-performing sales teams, with over 35 years of experience, that’s where my true expertise lies.

Knife Preparation

To start, I need to find, select, and procure 1095 and 1160 steel bars, 2 inches x 12 inches. Then, I cut them to the same size, approximately 3 inches. Next, clean both sides and all edges on the grinder. (Dirty metal will not weld.) Now I stack them alternating the 1095 and 1160, creating seven layers, and run a weld on all four sides. This prevents the layers from shifting or sliding, and this is called a billet.

Sales Comparison

1. Process – You’re never done building a sales team. It is a process and takes continuous effort.
2. Preparation – Identify the required competencies for each of your roles: Sales, SM, and Sales Leader with a strong focus on Desire, Commitment, & Sales DNA, and fill those roles with people who have 80% of the defined competencies.

Knife Molding:

Here comes the fun part: playing with fire.  Place the billet in the 1250-degree forge, turning it every so often so the metal doesn’t burn. After the billet is the same color as the inside of the forge, leave it for another 5-8 minutes to ensure the core is as hot as the outside. Bring the billet out, light tap with a hammer to set the welds. (We are basically melting the layers of steel together.) Back in the forge, she heats up the metal and then begins the more enjoyable part, beating it on an anvil to stretch it out. Heat, beat, repeat, until the billet is about 12 ½ “ long.

Now cut into 4 – 3” bars, weld, clean, and start over. Complete this cycle two more times, and you have a bill with 112 layers. Another fun part is creating the Ladder Pattern. Take a ¼’ grinding wheel and cut vertical lines in the billet about every ½” on both sides. Next, heat, beat, and repeat until the ground lines are flush with the surface.

Sales Comparison:

1. Molding – Heating metal conditions it to be moldable. Set high expectations for continued development. This means consistent growth that only comes from stretching our limits, which includes: Coaching, Motivating, Raising the bar with Accountability, more Coaching, and role playing. Rinse and repeat until you achieve the desired result, then raise the bar again.

Knife Refine

Now it’s time to turn it into a knife. Heat, beat, and repeat until you have the desired shape. Here comes the grinder hypnosis.  Use a 32-grit sanding belt and remove everything you don’t want. Careful not to remove too much. Like Davinci said when they asked how he created the statue of David. I removed everything but David.

Let’s play with fire again. Now the rough billet is a knife; it must be hardened. Thermocycle is the word of the day. Heat up to 1250 degrees, then let it cool 3 times. After the third cycle, dip the hot blade into oil, which cools the metal at a rate that allows the molecules of the blended steel to form into a hardened piece.

Back to the grinder for finishing work. Start with 32 grit, then 100 grit, then 240 grit, then 600 grit. Next, hand sanding with 220 grit, 400 grit, then 1000 grit to bring out the Damascus pattern. Clean thoroughly and soak the blade in Ferric Acid. The different carbon content of the 1095 and 1160 is etched by the Ferric Acid, and that is what makes the mosaic pattern pop.

Sales Comparison:

1. Refine – Focus on the mindset is imperative. Anyone can teach people what to say, but that never translates into field results. Teach them how to think, and then everything they say is correct.

Knife Honing

No, we are not done yet. It’s not a knife without a comfortable handle. Select the handle material from endless options. Drill holes for the ins in the handle, then grind to a rough shape. And now it’s back to hand sanding, starting with 220, then 400, then 1000 grit.

Almost done. Of course, if you want the blade to be protected, it needs a scabbard. Here, trace the outline of the knife on paper, then cut it out. Put your template on the leather and cut it out. Edge the leather, then cut an insert so the blade of the knife doesn’t cut the stitching. Glue it all together, then stitch it up.

Sales Comparison:

1. Honing – We can always get better. Continuous role-play, business acumen, understanding the problems from the buyer’s lens, streamlining with patience, and always raising the bar. Growing the team each and every day is mandatory.

If you’re feeling stuck or unsure of the next step, let’s talk. Reach out here to start building the team that will drive your growth.