MajorsJan 06, 2026
LeachGarner Appoints New Director of SalesLinda Coutu is rejoining the precious metals provider as its director of sales.
IndependentsSep 14, 2016
Coach’s Corner: Six Ways to Foster a Collaborative Setting
Cultivating an environment of teamwork requires a shift in focus from individual accomplishments to team success, Pat Henneberry writes.
Pat Henneberry is vice president of global learning and development at Hearts On Fire. Reach her at pat@thejewelrycoach.com.
While watching the Summer Olympics, I am reminded of what all the teams have in common. When you think of the relay teams, soccer teams, water polo teams--what trait do they share? They are all stories of individuals combining their talents to achieve a common goal.
Teamwork brings victory in the world of sport, and it can help you succeed in your retail stores too.
Collaboration is a big theme for small businesses today for a reason: It works. As vice president of learning and development at Hearts On Fire, I know the importance of building a team. People thrive in an environment that frees them to collaborate. When my team experiences job satisfaction, our HOF retail partners reap the benefits.
However, implementing this approach can be challenging. It requires a complete paradigm shift to change the focus from individual accomplishment to team success.
The first step to getting started is equipping each team member to participate. Here are six ways to cultivate a collaborative environment in your store.
1. Share company expectations.
Define roles and responsibilities within your sales team, and make it clear that collaboration is the minimum standard. All team members should understand their positions and what is required of them.
In a collaborative environment, every team member takes responsibility for good outcomes. Our learning and development team is getting ready to launch our first HOF online learning platform. But it’s so much bigger than just my department. It’s help from IT, marketing and sales. It’s a big team effort, and everyone is part of its success.
2. Set goals.
Set concise, measurable goals on a quarterly basis. Getting the team to focus on goals will keep individual efforts aligned with desired outcomes. Be willing to re-evaluate goals as needed. Keep focused and transparent.
3. Foster creativity.
Allow team members to question and brainstorm in a non-judgmental framework. Encourage the team to view all obstacles as conquerable. Nurture a can-do attitude. Ask why, or why not, on a regular basis.
One way we cultivate a creative atmosphere is by providing leadership training that encourages character development. I purposefully hire people who aspire to be and produce their very best.
4. Build cohesion.
Include every person on the sales team in as many large decisions as possible. Initiate daily team huddles where each member shares what he or she will be accomplishing that day, and have a means to communicate workflows to avoid duplicating efforts. This keeps
everyone on the same page and enables team members to redirect their efforts as needed.
5. Know one another.
Every team is full of different personality dynamics, skill sets and experiences. It’s worth the effort to have each member complete a simple personality profile. Share the results, and openly discuss likes and dislikes regarding communication, tasks and personal focus.
6. Leverage team member strengths.
Position each team member for success by assigning tasks that play to his or her respective strengths. Reward both individual and team accomplishments regularly.
Establishing a collaboration policy is just the beginning. Collaboration must be consistent and deliberate, and you must dedicate time and resources to it. You may have many professional sales associates in your office already, but you can increase your productivity exponentially by getting them to work as a collaborative team.
Think about all those Olympic teams and how important each team member is. Every single person on your store’s team is important. Collaboration is free, and it’s one of the most important tools you can teach today.
Pat Henneberry is vice president of global learning and development at Hearts On Fire. She also is founder of The Jewelry Coach, a sales training community for jewelers. Reach her at pat@thejewelrycoach.com.
5. Know one another.
Every team is full of different personality dynamics, skill sets and experiences. It’s worth the effort to have each member complete a simple personality profile. Share the results, and openly discuss likes and dislikes regarding communication, tasks and personal focus.
6. Leverage team member strengths.
Position each team member for success by assigning tasks that play to his or her respective strengths. Reward both individual and team accomplishments regularly.
Establishing a collaboration policy is just the beginning. Collaboration must be consistent and deliberate, and you must dedicate time and resources to it. You may have many professional sales associates in your office already, but you can increase your productivity exponentially by getting them to work as a collaborative team.
Think about all those Olympic teams and how important each team member is. Every single person on your store’s team is important. Collaboration is free, and it’s one of the most important tools you can teach today.
Pat Henneberry is vice president of global learning and development at Hearts On Fire. She also is founder of The Jewelry Coach, a sales training community for jewelers. Reach her at pat@thejewelrycoach.com.
More on Independents
The Latest
MajorsJan 06, 2026
Zales Tests Out A New LookThe Signet Jewelers-owned store, which turned 100 last year, calls its new concept stores “The Edit.”
MajorsJan 06, 2026
Rio Grande Says These Are the Top Personalization Tools for 2026The supplier has a curated list of must-have tools for jewelers doing in-house custom work this year.
Brought to you by
Impacting Tomorrow TodayHow Jewelers of America’s 20 Under 40 are leading to ensure a brighter future for the jewelry industry.
CrimeJan 06, 2026
2 Jewelers Arrested After TraxNYC Diamond District BrawlFootage of a fight breaking out in the NYC Diamond District was viewed millions of times on Instagram and Facebook.
Weekly QuizDec 23, 2025
This Week’s QuizTest your jewelry news knowledge by answering these questions.
SourcingJan 06, 2026
AGA Announces 2026 BoardThe governing board welcomed two new members, Claire Scragg and Susan Eisen.
TrendsJan 05, 2026
Amanda’s Style File: New Year’s EditionSparkle with festive diamond jewelry as we celebrate the beginning of 2026.
Brought to you by
Roseco Releases New Full-Line CatalogRoseco’s 704-page catalog showcases new lab-grown diamonds, findings, tools & more—available in print or interactive digital editions.
TrendsJan 05, 2026
Pinterest 2026 Trend Report: Brooches, Bold Gold, Cool BlueIn its annual report, Pinterest noted an increase in searches for brooches, heirloom jewelry, and ‘80s luxury.
MajorsJan 02, 2026
Marc Metrick Out as CEO of Saks Global Executive Chairman Richard Baker will take over the role as rumors swirl that a bankruptcy filing is imminent for the troubled retailer.
Events & AwardsJan 02, 2026
Jan Mohr, Couture’s ‘North Star,’ Dies at 71Mohr had just retired in June after more than two decades as Couture’s retailer liaison.
SourcingJan 02, 2026
IDCA Elects New President, Board of DirectorsShekhar Shah of Real Gems Inc. will serve as president of the Indian Diamond & Colorstone Association in 2026.
CollectionsJan 02, 2026
Lalaounis’ 2026 Good Luck Charm Speaks to ResilienceThis year’s good luck charm features the mythical horse Pegasus, and is our first Piece of the Week of the new year.
EditorsDec 31, 2025
The Top 5 Stories of 2025Articles about crime, engagement rings, and a necklace worn in the World Series generated the most interest among readers.
MajorsDec 30, 2025
Becka Johnson Kibby to Lead Edge Retail AcademyAs part of the leadership transition, Sherry Smith will take on the role of vice president of coaching strategy and development.
SourcingDec 30, 2025
India Chosen as KP Chair for 2026It marks the third time the country has headed the Kimberley Process. Ghana will serve as vice chair.
WatchesDec 30, 2025
Bulova, Stetson Collab on Watches With Western FlairThe new Bulova x Stetson designs highlight two animals often associated with the American West—the bison and the Texas Longhorn.
CollectionsDec 30, 2025
Rahaminov Diamonds Pops Up in FloridaIts residency at Yamron Jewelers will run through May 2026.
MajorsDec 29, 2025
Tanishq Opens New Stores in Florida, VirginiaThe retailer is expanding into areas with large Indian and South Asian populations.
MajorsDec 29, 2025
Nanis Opens First Flagship Store The Italian brand has opened its first flagship amid the peaks of the Dolomites in Madonna di Campiglio, Italy.
SourcingDec 29, 2025
‘Unearthed: Raw Beauty’ Exhibition Opens at LA MuseumThe new curation at the Natural History Museum of Los Angeles County showcases rare gem and mineral specimens in their uncut, natural state.
CrimeDec 24, 2025
LA Jewelry District Couple Pleads Guilty to Hiding Millions from IRSThe couple pleaded guilty to concealing at least $127 million in cash transactions at its precious metals businesses.
SurveysDec 24, 2025
Consumer Confidence Falls Again in DecemberConsumers shared concerns about prices, inflation, tariffs, trade, and politics in the survey’s write-in response section.
AuctionsDec 24, 2025
Bonhams to Open New U.S. Flagship in NYCIn February 2026, the auction house will move its headquarters to the former Steinway Hall, a neoclassical landmark on Billionaires’ Row.
Events & AwardsDec 24, 2025
NYC Jewelry, Antique, & Object Show Announces Winter EventThe new show will take place Jan. 23-25, 2026.
SourcingDec 23, 2025
Mining Titan Brian Gilbertson Dies at 82The former BHP Billiton leader and Gemfields chairman is remembered for his influential leadership throughout his 50-year mining career.
Events & AwardsDec 23, 2025
Bulgari Reimagines Costume Designers Guild AwardThe LVMH-owned brand has partnered with the costume design union to revamp its award for 2026.
