AuctionsMay 14, 2026
White Diamonds Lead Sotheby’s Auction, Blue Diamond Does Not SellA matching pair of 18.38-carat, D-color diamonds from Botswana’s Jwaneng mine sold for $3.3 million, the top lot of the jewelry auction.
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.
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?
Editors' Picks
Sponsored by
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.
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.
More on Independents
The Latest
Supplier BulletinMay 14, 2026
A Diamond Is Forever Continues Desert Diamonds – Bridal ReinvigoratedSponsored by A Diamond Is Forever
SourcingMay 14, 2026
State of Colored Stones: The Spirit of Young American Gemstone CuttersThe next generation of lapidarists are entrepreneurial, engaged online, and see the craft as a means for artistic expression.
Brought to you by
How Modern Training Is Becoming a Competitive Advantage for Jewelry RetailersWith the trade and customer trust in mind, GIA® developed NextGem™ – on-demand training designed specifically for retail.
AuctionsMay 14, 2026
‘Ocean Dream’ Makes Waves at Christie’s, Fetching $17MIt was the second auction appearance for the fancy vivid blue-green diamond, which sold for $7.8 million at Christie’s Geneva 12 years ago.
Weekly QuizMay 14, 2026
This Week’s QuizTest your jewelry news knowledge by answering these questions.
CrimeMay 14, 2026
Second Man Arrested in Florida Pawn Shop Shooting Members of the U.S. Marshals Task Force took a 22-year-old man into custody. He was charged with tampering with evidence.
CrimeMay 13, 2026
JSA’s 2025 Crime Report Shows ‘Concerning’ Rise in ViolenceWhile the overall number of crimes was down, there were more incidences in which robbers pulled out guns, mace, or rammed cars into stores.
Brought to you by
Discover Timeless Treasures: A Showcase of Antique Jewelry & Timepieces in Las VegasGain access to the most exclusive and coveted antique pieces from trusted dealers during Las Vegas Jewelry Week.
SourcingMay 13, 2026
Smithsonian Acquires ‘Winston Red’ Diamond PaintingReena Ahluwalia’s painting of the rare red diamond is the first contemporary painting to join the National Gem Collection.
TrendsMay 13, 2026
State of Design: Only the Innovative Will SurviveThe price of gold has risen, affecting the number of pieces designers make, the materials they use, and how they position themselves.
ColumnistsMay 12, 2026
It’s Official: We’re Getting ‘Brain Rot’ From Watching Short-Form Videos Peter Smith gives tips on leading meetings, developing marketing, and making trade show appointments in the age of short attention spans.
CollectionsMay 12, 2026
Jessica McCormack Debuts Antique Coin-Inspired Medallions for SummerThe 11-piece “Medallions” capsule collection features five motifs: a crying eye, a heart on fire, a spiral, a flower, and a swallow.
Events & AwardsMay 12, 2026
The Tiffany & Co. x CFDA Jewelry Designer Award Is BackThe partners have announced the second cycle of the program, which has expanded to include a $25,000 student scholarship.
IndependentsMay 11, 2026
Kansas Jeweler Closing After 70 YearsThe owners of Staats Jewelers are heading into retirement.
TrendsMay 11, 2026
Former Macy’s CEO Joins Signet Jewelers BoardJeffrey Gennette, who retired in 2024 after 41 years with Macy’s, is the newest member of the jewelry retailer’s board of directors.
TrendsMay 11, 2026
Amanda’s Style File: Lucky May May babies are lucky to have emeralds, a gemstone admired for centuries, as their birthstone, writes Amanda Gizzi.
TechnologyMay 11, 2026
Clientbook’s New Tool Helps Jewelers Plan In-Store EventsThe new module allows retailers to plan, promote, and measure the success of events from a single dashboard.
Lab-GrownMay 08, 2026
NDC Publicly Criticizes Pandora Over ‘Misleading’ Natural Diamond ClaimsNDC said in an open letter that Pandora’s statements about the carbon footprint of lab grown versus natural diamonds are inaccurate.
SourcingMay 08, 2026
Ronnie VanderLinden Takes Over as WDC President The diamantaire and industry leader succeeds Feriel Zerouki and said he will focus on being a “champion” for natural diamonds.
TrendsMay 08, 2026
Rihanna Chooses ‘Desert Diamonds’ for 2026 Met GalaShe wore our Piece of the Week, Glenn Spiro’s “Old Moghul Golconda” earrings, featuring fancy brown-yellow diamonds totaling 51.90 carats.
Events & AwardsMay 08, 2026
JA Announces 2026 CASE Award WinnersTwo pieces were named “Best in Show,” one from the retail category and one from the supplier category.
FinancialsMay 07, 2026
Brilliant Earth Appeals to Higher-Income Shoppers in Q1The jewelry retailer noted resilience among its higher-end customers while demand softened for its lower-priced offerings.
AuctionsMay 07, 2026
‘Spectacular’ Kashmir Sapphire Headlines Heritage Spring Jewelry SaleLed by the 6.59-carat sapphire, the sale garnered $9.7 million, a record total for a Heritage jewelry auction.
MajorsMay 07, 2026
Gannon & Scott Names New Regional Account ExecutiveIn his new role, sales specialist Billy Welshoff will focus on the eastern United States.
WatchesMay 07, 2026
Chrono24 Names New CEOJosé Gaztelu has been promoted to the role, which has been vacant since last year.
Events & AwardsMay 07, 2026
JA Accepting Applications for 2026 Scholarship ProgramIt has also opened the application period for the Seymour & Evelyn Holtzman Bench Scholarship through June 30.
SourcingMay 06, 2026
Canada’s Oldest Diamond Mine Faces Uncertain FutureThe owner of the Ekati mine, which opened in 1998, has filed for insolvency protection amid the significant decline in diamond prices.
