FinancialsJan 27, 2023
Tiffany & Co. Shines for LVMH in 2022Acquired in 2021, the brand’s high jewelry sales have doubled and its new “Lock” collection was an instant hit.
ColumnistsSep 08, 2020
Squirrel Spotting: 10 Things Not To Do To Your Salespeople
From not micro-managing to not making them managers, Peter Smith lists 10 things retailers should avoid if they want to hold onto their top salespeople.
Peter Smith is president of Memoire and Hearts On Fire. He is author of two books, “Hiring Squirrels,” and “Sell Something.” Connect with Smith on LinkedIn or at dublinsmith@yahoo.com.
I’ve written plenty about how to hire and manage salespeople.
So I thought it might be interesting to compile a list of what not to do when it comes to them.
Here’s a list of 10. Let me know if you have any suggestions to add; you can email them to me or leave them in the comments below.
1) Don’t Subject Them to an Up System
Your most talented salespeople should spend as much time as possible in front of customers.
Forcing them to take a number while less capable salespeople engage customers is frustrating for them and bad for business.
They give your company the best opportunity to make sales, and they give your customers the best opportunity to have a great experience.
2) Don’t Deny Them a Meritocracy
No matter what plan you use for compensation—base, commission, bonuses, etc.—make sure your best salespeople make the most money.
Compensation plans designed to create a level playing field (i.e., we don’t pay commission but we all share the rewards equally), however well intentioned, miss the point entirely. It’s a great way to lose top salespeople.
3) Don’t Load Them Up With Non-Selling Duties
Great salespeople should be in front of customers at every opportunity. Activities and tasks that remove them from your customers will cost you money.
It’s called lost business. Hire non-salespeople to do non-selling tasks and let salespeople sell, as that’s what drives business forward.
4) Don’t Inflict a Bad Manager on Them
Clichés are clichés for a reason. Good people don’t leave companies, they leave bad managers.
If you inflict a bad manager on a good sales team, you’re telling them you don’t really care about their welfare, their productivity or their job satisfaction.
5) Don’t Try To Change Them
Nobody is perfect and top salespeople are no different. They are, however, perfectly suited to sales and that’s what they should be celebrated for. Don’t waste time trying to fix their non-selling imperfections.
6) Don’t Paint Your Whole Team With the Same Brush
There is nothing more demotivating to top salespeople than a well-intentioned but misguided manager criticizing the entire team for under-performance.
You are, in effect, telling the best performers they are responsible not just for their own results, but for those of less capable coworkers that you hired.
7) Don’t Burn Them Out
Even top performers need to switch off every now
So I thought it might be interesting to compile a list of what not to do when it comes to them.
Here’s a list of 10. Let me know if you have any suggestions to add; you can email them to me or leave them in the comments below.
1) Don’t Subject Them to an Up System
Your most talented salespeople should spend as much time as possible in front of customers.
Forcing them to take a number while less capable salespeople engage customers is frustrating for them and bad for business.
They give your company the best opportunity to make sales, and they give your customers the best opportunity to have a great experience.
2) Don’t Deny Them a Meritocracy
No matter what plan you use for compensation—base, commission, bonuses, etc.—make sure your best salespeople make the most money.
Compensation plans designed to create a level playing field (i.e., we don’t pay commission but we all share the rewards equally), however well intentioned, miss the point entirely. It’s a great way to lose top salespeople.
3) Don’t Load Them Up With Non-Selling Duties
Great salespeople should be in front of customers at every opportunity. Activities and tasks that remove them from your customers will cost you money.
It’s called lost business. Hire non-salespeople to do non-selling tasks and let salespeople sell, as that’s what drives business forward.
4) Don’t Inflict a Bad Manager on Them
Clichés are clichés for a reason. Good people don’t leave companies, they leave bad managers.
If you inflict a bad manager on a good sales team, you’re telling them you don’t really care about their welfare, their productivity or their job satisfaction.
5) Don’t Try To Change Them
Nobody is perfect and top salespeople are no different. They are, however, perfectly suited to sales and that’s what they should be celebrated for. Don’t waste time trying to fix their non-selling imperfections.
6) Don’t Paint Your Whole Team With the Same Brush
There is nothing more demotivating to top salespeople than a well-intentioned but misguided manager criticizing the entire team for under-performance.
You are, in effect, telling the best performers they are responsible not just for their own results, but for those of less capable coworkers that you hired.
7) Don’t Burn Them Out
Even top performers need to switch off every now
and again. They put tremendous pressure on themselves to perform, but they need a break every so often to avoid burnout.
That could be, for example, an occasional late-morning start, or a paid half day when they least expect it.
8) Don’t Micro-Manage Them
Good salespeople wake up motivated. They spend most of their time engaged in behaviors designed to make sales, and they spend most of their waking hours thinking about your customers.
Let them do what they do best and don’t try to micro-manage them.
9) Don’t Make Them a Manager
It is a rare case where salespeople step easily into a manager’s position.
The very ego that is necessary for their sales success often drives them in that direction, but they are fundamentally different roles. When making this change, you’ll more than likely be losing a top salesperson and gaining a poor manager.
10) Don’t Offer False Praise
One of the greatest traits of top salespeople is their empathy—their ability to read people and situations. They see through false praise and inauthenticity as quickly as anyone on your team.
Keep it real.
Great salespeople are precious cargo and they should treated as such.
They make up about 17 percent of all salespeople and the really good ones, what I describe as hybrids, account for about 4 percent of all salespeople.
If you’ve got any, handle them with care.
That could be, for example, an occasional late-morning start, or a paid half day when they least expect it.
8) Don’t Micro-Manage Them
Good salespeople wake up motivated. They spend most of their time engaged in behaviors designed to make sales, and they spend most of their waking hours thinking about your customers.
Let them do what they do best and don’t try to micro-manage them.
9) Don’t Make Them a Manager
It is a rare case where salespeople step easily into a manager’s position.
The very ego that is necessary for their sales success often drives them in that direction, but they are fundamentally different roles. When making this change, you’ll more than likely be losing a top salesperson and gaining a poor manager.
10) Don’t Offer False Praise
One of the greatest traits of top salespeople is their empathy—their ability to read people and situations. They see through false praise and inauthenticity as quickly as anyone on your team.
Keep it real.
Great salespeople are precious cargo and they should treated as such.
They make up about 17 percent of all salespeople and the really good ones, what I describe as hybrids, account for about 4 percent of all salespeople.
If you’ve got any, handle them with care.
More on Columnists
The Latest
MajorsJan 27, 2023
Diamond Council of America Appoints Treasurer, Board MemberExecutives from Fred Meyer Jewelers and Riddles Jewelers have filled the roles.
CollectionsJan 27, 2023
Piece of the Week: Heavenly Vices’ Lock NecklaceThe Victorian-inspired design is a functional lock and key.
Brought to you by
Bringing Over 130 Years of Diamond Expertise to Modern GradingDe Beers Institute of Diamonds provides the very best in diamond verification, education and diamond services.
Supplier BulletinJan 26, 2023
JA New York Spring Brings the Industry TogetherFor over 100 years, JA New York has played an integral role in facilitating the evolution of our industry, while also honoring past traditions.
Weekly QuizJan 26, 2023
This Week’s QuizTest your jewelry news knowledge with this short test.
TrendsJan 26, 2023
At Vicenzaoro, Paola De Luca Gazes Into Jewelry’s FutureThe trend forecaster and her guests explored unconventional jewelry designs, NFTs, AI art, and more during her Trendvision presentation.
CollectionsJan 26, 2023
NDC and Lorraine Schwartz Announce New ‘EDDI’ ClassThe Emerging Designers Diamond Initiative provides diamond credit and mentorship to young brands helmed by BIPOC designers.
Brought to you by
De Beers Institute of Diamonds Expands to Offer Education De Beers is sharing over 130 years of experience and expertise through the De Beers Institute of Diamonds with a selection of courses.
IndependentsJan 26, 2023
Lee Michaels Fine Jewelry Set to Open 10th StoreIt will be located in San Antonio’s Alamo Quarry Market and will be Lee Michaels’ third location in the city.
Policies & IssuesJan 26, 2023
Diamonds Do Good Names 10 to Board of DirectorsStephanie Gottlieb, Jewelers Mutual’s Mike Alexander, and Craig Rottenberg of Long’s Jewelers are among the new board members.
WatchesJan 25, 2023
These Were 2022’s Top-Selling Watch Brands, Chrono24 SaysRolex remained No. 1 while a brand known for its pilot watches slipped into the No. 5 spot.
MajorsJan 25, 2023
John Hardy Names New CEOLuxury retail executive Frédéric Levy has taken on the role.
Events & AwardsJan 25, 2023
Couture DAC Accepting Applications for Mentorship ProgramJewelry designers have until early February to apply to take part in Couture's Diversity Action Council program.
CollectionsJan 25, 2023
Stephanie Gottlieb Announces First President, CCO HireMorgan P. Richardson joins from La Perla.
Policies & IssuesJan 25, 2023
PGI’s New Portal Wants to Teach You About PlatinumThe new portal will share information on responsible platinum sourcing and how it’s used beyond jewelry.
SourcingJan 24, 2023
Tiffany Buys 35 of the Last Diamonds Recovered From Argyle Purchased directly from Rio Tinto, the collection consists of pinks, purples and one red, none larger than 1.52 carats.
GradingJan 24, 2023
GIA and AGS Launch Diamond Light Performance Supplement ReportThe AGS Ideal Report by GIA is a digital-only addition to GIA diamond reports.
MajorsJan 24, 2023
WJA Announces New International Board MembersThe seven newcomers include executives from David Yurman, De Beers, and GIA.
EditorsJan 23, 2023
Designers to Watch in 2023: Aurelia DemarkThe designer finds the modernity in classic motifs and family heirloom jewels.
Policies & IssuesJan 23, 2023
Melanie Grant Named Executive Director of RJC She has more than 20 years’ experience in watches and jewelry, and says sustainability is the “greatest single issue” facing the industry.
Policies & IssuesJan 23, 2023
AGTA Forms Committee to Standardize Industry ‘Sustainability’ TermsIts focus are words like “sustainability,” “ethics,” and “responsible sourcing.”
IndependentsJan 23, 2023
10 Jewelry News Stories You Might Have MissedAnother “Designer to Watch” and Kim Kardashian’s auction purchase were among our most-read stories.
MajorsJan 20, 2023
Quality Gold Acquires Herco Herco President Reuven Itelman is retiring and selling the company, which will relocate to Ohio from California.
Lab-GrownJan 20, 2023
Siobhán Duffy Promoted to Chief Executive of Element Six She was previously the executive director of sales and marketing for the De Beers Group-owned company.
TrendsJan 20, 2023
Piece of the Week: Loquet London’s Lunar New Year CharmIt’s from a new collection of charms designed to go in the brand’s signature lockets.
IndependentsJan 20, 2023
Edge Retail Academy Announces Annual Award WinnerLonnie Iannazzo of Vincent Anthony Jewelers is the 2022 William (Wag) Wagner Business Excellence Award recipient.
Lab-GrownJan 19, 2023
GIA Rolls Out Less Expensive Report for Lab-Grown DiamondsThe revised Laboratory-Grown Diamond Report-Dossier still includes the four Cs but doesn’t list growth method or post-growth treatments.
