MajorsJul 02, 2025
Boucheron Looks to LA for First West Coast FlagshipLocated on Rodeo Drive, the store’s design was inspired by Hollywood and Los Angeles culture.
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
MajorsJul 02, 2025
Marco Bicego Opens Milan FlagshipThe new location continues the brand’s celebration of its 25th anniversary.
WatchesJul 02, 2025
Chrono24 Revamps Brand, Launches New CampaignThe online watch marketplace’s “Time Is Our Thing” campaign highlights the importance of time.
Brought to you by
Investing in the Next Generation of Bench JewelersThe Seymour & Evelyn Holtzman Bench Scholarship from Jewelers of America returns for a second year.
SourcingJul 02, 2025
Bernadette Mack Joins Gem Legacy as Executive DirectorShe will oversee strategic planning, fundraising, industry partnerships, and the launch of the Gem Legacy Campus in Tanzania.
Weekly QuizJun 26, 2025
This Week’s QuizTest your jewelry news knowledge by answering these questions.
CrimeJul 02, 2025
Pandora, Amazon Partner to Uncover Counterfeit Jewelry NetworkWorking with Amazon’s Counterfeit Crimes Unit and law enforcement, Pandora helped to shut down a large-scale counterfeit network in China.
MajorsJul 01, 2025
Cast Closes Business, Plans for RelaunchThe jewelry company has closed its three California brick-and-mortar stores, as well as its online shop, for now.
Brought to you by
Jewelers of America is Headed to Las Vegas for JCK 2025The countdown is on for the JCK Las Vegas Show and JA is pulling out all the stops.
Events & AwardsJul 01, 2025
William Goldberg Diamonds, FIT Partner for Apprenticeship ProgramThe company is providing the opportunity for an FIT student to work alongside master diamond cutter Willie Lopez in its workshop.
MajorsJul 01, 2025
Claire’s Is Looking for a Buyer, Report SaysThe jewelry store chain has reportedly been struggling with costs related to tariffs as well as tough retail competition.
TrendsJul 01, 2025
Amanda’s Style File: Red Hot RubiesWelcome warm summer days with red hot rubies perfectly chosen as July’s birthstone.
CollectionsJun 30, 2025
State Property’s New Jewelry Tells ‘The Story of Everything’Co-founders Afzal Imram and Lin Ruiyin brought their son’s story of a cosmic egg, toadstool, and railroad to life in their new collection.
ColumnistsJun 30, 2025
The Smart Lab: Why Q3 Is the Secret Weapon For Holiday Jewelry SalesThe best time to prepare for the holiday season is right now, according to columnist Emmanuel Raheb.
Events & AwardsJun 30, 2025
AGA Names Recipient of 2025 Gemological Education ScholarshipThis year’s winner is Morgan Keefe, who is currently studying at GIA to be a gemologist.
TechnologyJun 27, 2025
Gemist Raises $6M in Funding to Scale Jewelry Tech PlatformThe company is focused on modernizing the custom jewelry buying experience with e-commerce tools like product visualization and 3D styling.
IndependentsJun 27, 2025
David Webb Announces New Hires, PromotionsFollowing its recent acquisition, the storied brand has updated its leadership team and regional managers.
Events & AwardsJun 27, 2025
AGS, GIA Announce Beatrice Shipley Scholarship Winner AGS also named the recipient of its “Women in Leadership” scholarship.
CollectionsJun 27, 2025
Piece of the Week: Buddha Mama’s ‘Monstera’ Wrap RingThe 20-karat yellow gold and diamond wrap ring is modeled after the Monstera plants in the garden of the brand’s Miami villa.
MajorsJun 26, 2025
Why Rocksbox Is Opening Stores As Signet Jewelers DownsizesRocksbox President Allison Vigil shared the retailer’s expansion plans, and her thoughts on opening stores in malls.
IndependentsJun 26, 2025
Penny Ruston Dies at 80 The creator of the WJA Chicago chapter is remembered as a champion for women in the jewelry industry and a loving grandmother.
SurveysJun 26, 2025
After Recovering in May, Consumer Confidence Dips in June The decline was consistent across age groups and almost all income groups, with tariffs and inflation still top of mind.
CollectionsJun 26, 2025
Jam Out With Sorellina’s Jimi Hendrix-Inspired JewelsThe “Playlist: Electric Dreams” collection brings lyrics from the musician’s song, “Little Wing,” to life through fine jewelry.
Events & AwardsJun 26, 2025
The Jewelry Symposium Is Looking for Speakers for 2026 EventThe event is set for May 16-19 in Detroit, Michigan.
IndependentsJun 25, 2025
Marissa Collections Opens in Nantucket as Legal Fight ContinuesThe Vault’s Katherine Jetter is accusing the retailer of using info she shared for a potential partnership to move into Nantucket.
CrimeJun 25, 2025
Customs Nabs Another Big Shipment of Fake Cartier, Van Cleef JewelryAgents seized 2,193 pieces, a mix of counterfeit Cartier “Love” and “Juste Un Clou” bracelets, and Van Cleef & Arpels’ “Alhambra” design.
CollectionsJun 25, 2025
Splash into Karina Choudhrie’s Collection of Underwater Circus PerformersThe designer brought her children’s book, “The Big Splash Circus,” to life through a collection of playful fine jewelry characters.
Events & AwardsJun 25, 2025
JA Announces Impact Initiative Fund RecipientsThe trade association has chosen the recipients of the funding initiative it formed to foster the growth and sustainability of the industry.
