Independents

Squirrel Spotting: Top Salespeople Need Love Too

IndependentsJun 05, 2019

Squirrel Spotting: Top Salespeople Need Love Too

Peter Smith makes a case for giving your top salespeople space, but not so much space that they feel entirely alone and unappreciated.

2019_NEW_Peter_Smith_copy.jpg
Peter Smith is president of Memoire and author of two books, “Hiring Squirrels,” and “Sell Something.” Connect with Smith at dublinsmith@yahoo.com.

One of the great paradoxes with superstar salespeople is like the rest of us (or even more so), they want to be left to their own devices to hunt and prospect, unencumbered by anything they view as an obstacle.

But they also want to be loved, and they need to be loved.

Superstar salespeople want to feel like they are part of the group, respected, perhaps even the most respected members of the team.

They need to know that what they see as their unique talents—the ability to engage customers and influence buying behaviors—is valued, without the irritant of petty rules and regulations.

It is that latter aspect, the rules and regulations part, that infuriates managers of top salespeople.

Managers want to be fair and equitable. They want to give everyone the same opportunity to be successful and they can’t understand why there’d be one set of standards for the team and an entirely different set for one person.

It is hard to argue with that sentiment. Wouldn’t it be great if everyone, to paraphrase the Ritz-Carlton, behaved like proper ladies and gentlemen? Wouldn’t our lives be that much easier if all our people were equally motivated, emotionally mature, and sensible in all their choices and decision-making? What a lovely, utopian planet we would have (well, at least within the confines of our own businesses).

Lost in the well-intentioned sentiment of wanting to treat everyone the same is the irony of top performers not acting the same as everyone else.

They don’t ask you to call them in the morning to deliver a pep talk. They don’t wait for managers to point them in the direction of customers.

They don’t need convincing that what pays the bills are sales, profitable sales. They don’t waste time with activities and projects that don’t move the bar, and they almost always prioritize selling activities over everything else.

There’s no doubt star salespeople can be difficult to manage. Their maverick-like behavior can drive their colleagues crazy, and they do push the envelope in their efforts to make sales and to minimize distractions.

“Great salespeople need space to make their magic happen … Leave them, but don’t forget to love them.”
But, before you get too caught up in your well-intentioned efforts at fairness and equity, ask yourself: Does the rest of my team bring to the table what my top salespeople do?

Ask yourself where the sales would come from if it weren’t for your top generators, and be honest about it.

The idea that sales from top sellers would have happened anyway, even if they didn’t work at your store, is optimistic and self-serving.

The best salespeople have an inherent wiring that is not shared by their colleagues and their talent is reflected in their ability to self-prospect, to close more sales at a higher average ticket, to add-on and up-sell, and to develop repeat business through assertive and self-driven clienteling.

Great salespeople need space to make their magic happen and that magic is oxygen for our businesses. They should be given every opportunity to do what comes naturally to them. Their drive is not a function of training or outside motivation; it is inherent.

Let them do their thing and pull them back only every now and then to ensure they don’t go completely off the rails. Don’t try to manage out of them what you never managed into them in the first place.

Leave them, but don’t forget to love them.

Don’t misinterpret their desire to go it alone with not wanting to feel like they are a part of the team.

Make sure to tell them—privately, publicly and authentically—that you value what they bring to the table and what they mean to your business.

In “Leaders Eat Last: Why Some Teams Pull Together and Others Don’t,” Simon Sinek wrote: “As much as we want to stand out and consider ourselves individuals, at our core we are herd animals that are biologically designed to find comfort when we feel like we belong to a group.

“Our brains are wired to release oxytocin when in the presence of our tribe and cortisol, the chemical that produces the feeling of anxiety, when we feel vulnerable and alone.”

Top salespeople will seek newer pastures when they feel ostracized or apart from the group.

They want the freedom to make things happen and to blaze a trail. What they don’t want is to feel like they are on the trail alone.

Peter Smith is president of Memoire and author of two books, “Hiring Squirrels: 12 Essential Interview Questions to Uncover Great Retail Sales Talent” and “Sell Something: Principles and Perspectives for Engaged Retail Salespeople.” Both books are available in print or Kindle at Amazon.com. Connect with Smith on LinkedIn or at dublinsmith@yahoo.com.
Peter Smithis an industry consultant, speaker, and sales trainer, and author of three books, “Hiring Squirrels,” “Sell Something,” and “The Sales Minute.”

The Latest

Peruffo necklace that won the Couture Design Award for “Best in Debuting”
Events & AwardsJun 06, 2023
Meet the 2023 Couture Design Award Winners

The jewelry trade show awarded brands and individuals across 14 categories.

Sales expert and author Peter Smith
ColumnistsJun 06, 2023
Squirrel Spotting: The Challenge of Closing Sales

Many times, customers walk away without buying because of this one thing salespeople neglect to do, Peter Smith writes.

Grandview Klein Diamonds and Phillipine Angula Development Investments’ Eros Primary School donations
Policies & IssuesJun 06, 2023
Grandview Klein Diamonds, Local Partners Donate to Primary School

The donation to a school in Namibia included computer equipment, infrastructure repair and sanitary wear.

LAB230043_Dossier_NJ_1872x1052_V1.jpg
Brought to you by
The Next Step for GIA Diamond Reports

The most trusted diamond report, available in print or the GIA App.

Exterior of the Colorado Convention Center
Events & AwardsJun 05, 2023
HardRock Summit Organizers Gear Up for Third Annual Show

More than 250 gem, jewelry, and mineral companies are expected to exhibit, including the American Gem Trade Association.

Weekly QuizJun 02, 2023
This Week’s Quiz
Test your jewelry news knowledge with this short test.
Take the Quiz
Alexandra Rosier gold and opal Eternal Love Hands necklace
TrendsJun 02, 2023
Take a Peek at Couture’s Newest Design Talents

This year’s Design Atelier is full of gems.

Saboo Fine Jewels emerald and titanium earrings
CollectionsJun 02, 2023
Piece of the Week: Saboo Fine Jewels’ Emerald Earrings

They’re a testament to the power of excellent design.

Cover-WN19-Back-&-Front_V5-RGB-(1)_Community.jpg
Brought to you by
Beyond Borders: Crucial Factors in Colored Stone Origin Determination

Navigate origin determination with Continuing Education seminars offered by the GIA Alumni Collective™.

Jane Taylor letter pendants
TrendsJun 01, 2023
See 50+ Jewels Debuting at Couture in Las Vegas

The industry’s most influential contemporary designers are showcasing their latest jewelry designs.

35-carat lab-grown diamond created by Maitri
Lab-GrownJun 01, 2023
35-Carat Lab-Grown Diamond Going on Display in Vegas

Created by Maitri Lab-Grown Diamonds and graded by IGI, it’s slightly bigger than the record-setting lab-grown diamond GIA just examined.

Bottom Line Marketing Chief Growth Officer Gus Garcia and CEO Jackie Brooks
MajorsJun 01, 2023
Bottom Line Marketing Announces Restructured Leadership, New Service Offerings

The marketing agency has integrated its first C-suite.

20230306_JohnnyCupcakes.jpg
Events & AwardsJun 01, 2023
Meet JCK’s 2023 Keynote Speaker

The jewelry trade show also will debut educational content centered around social media.

Lauren K gold and gemstone rings
TrendsMay 31, 2023
Here’s a Sneak Peek of New Jewelry to Check Out at JCK

Luxury kicks off today, with the full show in swing on Friday.

A pearl pendant and a pearl ring
CollectionsMay 31, 2023
Verragio’s Debut Fine Jewelry Collections Honor Company Heritage

One of the three new collections was inspired by the legend of a woman who traded her mansion to Cartier for two strands of natural pearls.

Rob Ballew
MajorsMay 31, 2023
Signet Jewelers Names New Head of Investor Relations

Rob Ballew will be tasked with communicating the jewelry giant’s plans and financial performance to investors.

Mobile mock-up screens of the new LUX Digital Vault app from Jewelers Mutual Group
MajorsMay 31, 2023
Jewelers Mutual Launches App for Retailers, Introduces New Brokerage

With the app, customers receive a 15-day insurance offer on new purchases while their coverage needs are being evaluated.

Rendering of Lightbox lab-grown diamond store in House of Showfields
Lab-GrownMay 30, 2023
Lightbox Is Testing Out a Trendy Concept Shop in Brooklyn

It is in House of Showfields, a bazaar-style retail space in the borough’s Williamsburg neighborhood.

Attendees at the JCK Las Vegas show
Events & AwardsMay 30, 2023
These Are the Can’t-Miss JCK Talks Education Sessions

From consumer trends to retail technology, these are the JCK Talks sessions that should be on attendees’ radar.

Constance “Connie” Barber Mellon’s David Webb Elephant Clip-Brooch
AuctionsMay 30, 2023
Sotheby’s to Auction Mellon Family Jewelry

Signature pieces from Cartier and David Webb will appear in the June jewelry auction.

Georgie Gleim, Shelly Sergent, and Molly Peterson
Events & AwardsMay 30, 2023
24 Karat Club of Southern California Recognizes 3 Honorees

They will be celebrated at the annual dinner dance and gala in the fall.

Historic and modern photos of diamond grading GIA
GradingMay 26, 2023
State of the Diamond Industry: AI and the Future of Diamond Grading

Gemologists have long used machines in diamond grading but technology has made it possible for them to “learn” how to do it on their own.

Supplier Spotlight Webinar John Pollard and Garry Holloway
Recorded WebinarsMay 26, 2023
Watch: Diamond Cut Quality: The Final Frontier Part 2

Supplier Spotlight Sponsored by IGI

My Next Question webinar series episode on selling lab-grown diamonds
Recorded WebinarsMay 26, 2023
Natural and Lab-Grown Diamonds: What It’s Like to Sell Both

Watch retailers Jeffery Bolling and Bobby Bengivengo discuss employee training, customer education and the sticky subject of future value.

Models wearing Calvin Klein watches and jewelry
FinancialsMay 26, 2023
Movado Sales Slip in Q1 Amid Inflation Woes, Tough Comps

The company has plans to revamp the Movado brand and offer less expensive watches this year.

Bulgari necklace set with 118.35-carat unheated Sri Lankan sapphire
AuctionsMay 26, 2023
Piece of the Week: A Bulgari Sapphire and Diamond Necklace

Set with a 118-carat unheated Sri Lankan sapphire, it just sold for $3.4 million at Phillips jewelry auction in Hong Kong.

noamcarver-videoimage.png
Supplier BulletinMay 25, 2023
RAE Fine Jewelry Collection Debuting at JCK Luxury 2023

Sponsored by Noam Carver

Graphic of phishing scheme
TechnologyMay 25, 2023
State of Retail: Why Jewelers Need to Invest in Cybersecurity Now

As cybercrime incidents threaten the industry, jewelers need to know what they’re up against and the best ways to protect their businesses.

×

This site uses cookies to give you the best online experience. By continuing to use & browse this site, we assume you agree to our Privacy Policy