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.
IndependentsJul 31, 2018
Squirrel Spotting: What Kind of Team Do You Want?
Your first answer might be, “the same team I’ve had for years,” but that is not necessarily the best answer, Peter Smith writes.
Peter Smith has more than 30 years of experience building wholesale and retail sales teams. He currently is president of Vibhor Gems.
To suggest that people are important to a business is akin to recommending a daily dose of fresh air for good health. While it may be a self-evident maxim, what actually constitutes “good people” is decidedly more complex.
Every business, of course, must decide how to best put together its team.
Some prefer harmony and an ease of management that excludes mavericks and outliers. Other businesses prize a performance culture that values individual productivity, and recognizes and accepts the inevitable challenges of managing top performers.
When I ask retailers to tell me about their team, I very often hear, “My people have been with me for years,” as though tenure itself was the secret to success.
I’ve often wondered how successful my beloved Chicago Cubs would be if Andre Dawson was still hitting clean-up at Wrigley Field, or how the San Francisco 49ers would fare if Joe Montana was under center.
OK, OK, I know that sports teams, where athletes must have a great mental approach along with world-class physical prowess, is not the same as sales, but I use sports (insert your own metaphor) to point out that tenure alone cannot be the measure of the competence of an individual, or the health of a team.
In fact, Gallup researchers conducted an analysis a few years ago of 1.4 million employees in its database and found an inverse relationship between employee engagement and the number of years she or he had worked in the job.
The study basically asserted that for most employees, the first year was their best year and thereafter it was, if not exactly downhill, a flat and uninspiring walk into sustained mediocrity. The conclusions from the study revealed that disengaged employees were a drain on profits, sales and customer satisfaction.
Angela Duckworth, a psychologist at the University of Pennsylvania and the author of “Grit: The Power of Passion and Perseverance,” wrote: “Do you know anyone who’s been doing something for a long, long time—maybe their entire professional lives—and yet, the best you can say of their skill is that they’re pretty much OK and not bad enough to fire?”
There is clearly a very big difference between your top performers staying with you for years and your mediocre people sticking around—not exactly setting the world on fire, but managing to keep their heads above water.
As I see it, there are really
three ways a business can go:
1) You can value tenure and accept that you are willing to give up performance for the sake of familiar people sticking around;
2) You can prize sales performance and, in doing so, understand that non-performers will be rotated out as results demand; or
3) The default option: You celebrate and value tenure, and choose not to spend too much time thinking about the costs to your business in sales and profitability.
In “Reward Systems,” Steve Kerr (not the basketball one) wrote, “If you reward seniority, you are likely to get very little in the way of risk-taking, innovation and candid, upward feedback.”
Each business, of course, much make its own decision (or no decision) and while I would still pay to see Andre Dawson take a few swings in a Cubs uniform at Wrigley Field, I’ll take Anthony Rizzo. Until I don’t.
Go Cubs!
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.
1) You can value tenure and accept that you are willing to give up performance for the sake of familiar people sticking around;
2) You can prize sales performance and, in doing so, understand that non-performers will be rotated out as results demand; or
3) The default option: You celebrate and value tenure, and choose not to spend too much time thinking about the costs to your business in sales and profitability.
In “Reward Systems,” Steve Kerr (not the basketball one) wrote, “If you reward seniority, you are likely to get very little in the way of risk-taking, innovation and candid, upward feedback.”
Each business, of course, much make its own decision (or no decision) and while I would still pay to see Andre Dawson take a few swings in a Cubs uniform at Wrigley Field, I’ll take Anthony Rizzo. Until I don’t.
Go Cubs!
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
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 QuizJul 02, 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.
