SurveysApr 03, 2025
2025 Retail Sales to Grow More Slowly Amid ‘Uncertainty,’ Says NRFThe National Retail Federation expects retail sales growth to return to pre-pandemic levels as consumers continue to face inflation.
IndependentsOct 24, 2017
Squirrel Spotting: Establishing a Habit of Learning
While the industry provides plenty of formal learning opportunities, maintaining an educational culture that starts closer to home is an absolute must, Peter Smith says.
Peter Smith has more than 30 years of experience building wholesale and retail sales teams. He currently is president of Vibhor Gems.
Gallup’s Marcus Buckingham wrote in “Now, Discover Your Strengths” that most organizations are built on two flawed assumptions: First, that people can be taught to do virtually anything, and secondly, that each person’s greatest learning opportunity is in their greatest weakness.
Accepting Buckingham’s premise can be discomforting, as doing so is to concede that there are certain people who cannot be taught to do aspects of the job that might be fundamental to good performance, no matter how much effort we put into training them.
The second premise is even more jarring, and that is that we should not focus on people’s weaknesses when training them. It is far better to focus on making them even better at what they are already good at. The best example of that is trying to change someone who is already great at selling, into a perfect all-around employee, instead of continuing to invest in developing their strengths.
We do a very creditable job as an industry in creating learning opportunities for our people. Brands such as Tacori, Hearts On Fire and Forevermark produce great educational forums. The Gemological Institute of America and the American Gem Society (through Conclave) have long provided wonderful opportunities for learning and, of course, there are ample options at trade shows such as JCK Vegas, JA New York and the Atlanta Jewelry Show, among others.
I personally just participated in the 10th annual Portland Jewelry Symposium, and I am one of the many speakers who present at the AGS Global Guilds. I’ve also participated in some very fine educational experiences with some of the most credible jewelry stores in our industry, such as Day’s Jewelers in Maine and Hamilton Jewelers in Princeton.
Participating in the many educational opportunities throughout our industry is a privilege that many of us enjoy. They expose us to great speakers, interesting dilemmas and a range of ideas and discussion--points that can challenge our presumptions and expand our horizons, intellectually and emotionally.
“No matter how many structured or formal learning opportunities we have, there is simply no substitute for committing to a daily routine of reading to further our own understanding of consumer behavior.”On many levels, it’s hard to argue that we could do a lot more as an industry and, yet, as I traverse the retail jewelry landscape throughout the country, I am frequently surprised at the lack of
Editors' Picks
Sponsored by
awareness and engagement in ongoing self-development by sales professionals and store managers.
While there is ample evidence of industry credentials--with framed diplomas on the walls--there is precious little conversation about books that were recently read for self-development, industry columns being discussed, or TED Talks, podcasts or blogs that people found interesting.
Individually, we all have a responsibility to embrace continued professional development. No matter what level of formal education you attained, there are learning opportunities everywhere for those of us with an inclination to find them.
If we have enough people in our respective businesses who own that responsibility, there will emerge clear culture of learning that will feed on itself. The very best sales managers can help foster that culture by setting the example themselves, and by encouraging and facilitating interesting and varied discussions on relevant topics ongoing.
There is, quite frankly, nothing more energizing than hearing salespeople talk to each other and put into practice what they learned, what they read and what they heard.
In “Grounded” Bob Rosen wrote: “If you are continually curious, this strengthens your brain’s wiring and communication systems. The opposite is true, too. If you do not stretch your brain, certain regions atrophy. This is the principle behind the ‘use it or lose it’ mantra.”
No matter how many structured or formal learning opportunities we have, there is simply no substitute for committing to a daily routine of reading to further our own understanding of consumer behavior, or listening to a TED Talk on body language, or subscribing to a podcast on selling techniques.
I loved hearing from a few retail stores that they used my book, “Sell Something,” as their book club selection. Many of them chose a chapter to read before discussing the topic in question as a team.
Whether you use that book, or any book, or a given TED Talk or article, maintaining a vibrant educational culture is an absolute must. This culture of learning can and should be augmented by the various industry events and forums, but it starts much closer to home with each one of us owning it.
Aristotle is supposed to have said, “We are what we repeatedly do. Excellence, then, is not an act, but a habit.”
Peter Smith is president of Vibhor, a public speaker and author of “Sell Something” and “Hiring Squirrels.” He spent 30 years building sales teams in retail and wholesale and he can be contacted at dublinsmith@yahoo.com, peter@vibhorgems.com, or on LinkedIn, Facebook or Twitter.
While there is ample evidence of industry credentials--with framed diplomas on the walls--there is precious little conversation about books that were recently read for self-development, industry columns being discussed, or TED Talks, podcasts or blogs that people found interesting.
Individually, we all have a responsibility to embrace continued professional development. No matter what level of formal education you attained, there are learning opportunities everywhere for those of us with an inclination to find them.
If we have enough people in our respective businesses who own that responsibility, there will emerge clear culture of learning that will feed on itself. The very best sales managers can help foster that culture by setting the example themselves, and by encouraging and facilitating interesting and varied discussions on relevant topics ongoing.
There is, quite frankly, nothing more energizing than hearing salespeople talk to each other and put into practice what they learned, what they read and what they heard.
In “Grounded” Bob Rosen wrote: “If you are continually curious, this strengthens your brain’s wiring and communication systems. The opposite is true, too. If you do not stretch your brain, certain regions atrophy. This is the principle behind the ‘use it or lose it’ mantra.”
No matter how many structured or formal learning opportunities we have, there is simply no substitute for committing to a daily routine of reading to further our own understanding of consumer behavior, or listening to a TED Talk on body language, or subscribing to a podcast on selling techniques.
I loved hearing from a few retail stores that they used my book, “Sell Something,” as their book club selection. Many of them chose a chapter to read before discussing the topic in question as a team.
Whether you use that book, or any book, or a given TED Talk or article, maintaining a vibrant educational culture is an absolute must. This culture of learning can and should be augmented by the various industry events and forums, but it starts much closer to home with each one of us owning it.
Aristotle is supposed to have said, “We are what we repeatedly do. Excellence, then, is not an act, but a habit.”
Peter Smith is president of Vibhor, a public speaker and author of “Sell Something” and “Hiring Squirrels.” He spent 30 years building sales teams in retail and wholesale and he can be contacted at dublinsmith@yahoo.com, peter@vibhorgems.com, or on LinkedIn, Facebook or Twitter.
More on Independents
The Latest
TrendsApr 03, 2025
Tallulah Willis Imbues Antique Engagement Ring With MagicThe 4-carat, old mine brilliant-cut diamond engagement ring was co-designed by Willis and New York City-based brand Karina Noel.
SourcingApr 03, 2025
Canadian Mine Produces 158-Carat Yellow Diamond Rio Tinto unearthed the diamond at its Diavik mine in Canada’s Northwest Territories.
Brought to you by
The Heart of the Industry: Giving Bench Jewelers the Recognition They DeserveBench jewelers spend years honing their skills, Jewelers of America’s Certification validates their talents.
CollectionsApr 03, 2025
Buccellati to Open Immersive Exhibition in MilanThe multisensory experience, open April 8-13, will feature the brand’s silver creations among dream-like scenes of natural landscapes.
Weekly QuizMar 27, 2025
This Week’s QuizTest your jewelry news knowledge by answering these questions.
Policies & IssuesApr 03, 2025
Jewelers of America to Hold Webinar on TariffsThe virtual event will take place April 7 at 3 p.m.
CollectionsApr 02, 2025
Bea Bongiasca’s ‘Tarallo’ Collection Expansion Is a ZooThe pieces in “Animali Tarallo” portray animals from stingrays to elephants through portraits and interpretations of their patterns.
Brought to you by
Natural Diamonds Should Mean MoreNatural diamonds mean more than lab-grown, but when every cut is ideal, they all look the same. Customers want more—Facets of Fire delivers.
MajorsApr 02, 2025
Neiman Marcus’ Dallas Flagship Will Remain Open, For NowParent company Saks Global said the iconic location will be open through the holiday season as it decides what to do with the space.
SourcingApr 02, 2025
Winston’s Collection of Natural Color Diamonds Now on Display in D.C. Ronald Winston, son of Harry Winston, donated the diamonds to the Smithsonian National Museum of Natural History in Washington, D.C.
Events & AwardsApr 02, 2025
Punchmark to Host Client WorkshopThe educational event will take place in Charlotte, North Carolina, this May.
MajorsApr 01, 2025
QVC Group to Cut 900 Jobs in the U.S.The layoffs come amid the TV shopping channel’s efforts to restructure and focus on live shopping through social media.
Events & AwardsApr 01, 2025
U.S. Antique Shows Adds Fall Show in FloridaThe debut event will take place in Miami’s Coconut Grove neighborhood this fall.
Events & AwardsApr 01, 2025
TJS to Host Discussion on Jewelry Industry’s Labor ShortageThe roundtable will take place May 17 ahead of the trade show’s welcome dinner.
CollectionsApr 01, 2025
Monica Rich Kosann Says ‘Good Grief’ in Peanuts Jewelry CollectionThe “Peanuts x Monica Rich Kosann” collection features the comic strip’s classic vocabulary across 10 bracelet designs.
Recorded WebinarsMar 31, 2025
Watch: What Do We Mean When We Say ‘Recycled’ Gold?Three industry experts dive into the complexities of the material often marketed as an “ethical” alternative for metal in jewelry.
TrendsMar 31, 2025
Amanda’s Style File: Dripping in DiamondsDiamonds are not only one of the most prominent gemstones, but the birthstone for those born in April.
MajorsMar 31, 2025
Lashbrook Expands Into Luxury Golf Gifts With AcquisitionThe Utah-based company known for making wedding bands has acquired Doubloon Golf.
WatchesMar 31, 2025
Bulgari CEO Jean-Christophe Babin Will Also Head LVMH WatchesThe longtime luxury executive led one of LVMH’s watch brands, TAG Heuer, for 12 years before taking over Bulgari in 2013.
CrimeMar 28, 2025
2 Suspects Arrested in $1.7M Smash-and-Grab Robbery of NY Jewelry StoreAuthorities said the robbers fled with jewelry and 70 Rolex watches, later taking pictures of themselves posing with big stacks of cash.
SourcingMar 28, 2025
19th-Century Jade Book Now Available in EnglishLotus Gemology founder Richard W. Hughes has translated Heinrich Fischer’s 1880 book “Nephrit und Jadeit” from its original German.
CollectionsMar 28, 2025
Piece of the Week: Löf’s ‘The Valentine’ RingThe ring's design features contrasting lines influenced by work from architecture-inspired photographer Nikola Olic.
SurveysMar 27, 2025
Consumer Confidence Falls in March Amid ‘Gloomy’ OutlookThe Conference Board’s index fell as consumers continued to worry about the impact of tariffs, the labor market, and the price of eggs.
AuctionsMar 27, 2025
300-Year-Old Ring Linked to Witch Trial Judge Goes Unsold at Auction However, two medieval jewels surpassed estimates at Noonans Mayfair’s recent jewelry auction in London.
WatchesMar 27, 2025
Austin Butler Joins Breitling as Brand AmbassadorThe Oscar-nominated actor debuted in the campaign for the new “Top Time B31” collection, which introduced Breitling’s Caliber B31.
SourcingMar 27, 2025
Susan Jacques, Gaetano Cavalieri to Headline 2025 ICA Congress The Congress is scheduled to take place May 19-22 in Brasilia, Brazil.
WatchesMar 26, 2025
Bulova Celebrates 150th Anniversary With Art Deco WatchesThe “150 Art Deco” collection features a Miss America timepiece and a pocket watch from the brand’s Archive Series.
