Columnists

Squirrel Spotting: 10 Things Not To Do To Your Salespeople

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.jpg
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 
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.
Peter Smithis an industry consultant, speaker, and sales trainer, and author of 3 books on sales. Reach him at TheRetailSmiths@gmail.com.

The Latest

LIM-401 2024 National Jeweler Supplier Bulletin- iD100 Web and Eblast FINAL (1).jpg
Supplier BulletinApr 24, 2025
Protect Your Customers and Your Business

Sponsored by the Gemological Institute of America

Wolf CEO Simon Wolf
EditorsApr 24, 2025
Q&A: Wolf’s CEO Talks U.S. Expansion

Simon Wolf shares why the time was right to open a new office here, what he looks for in a retail partner, and why he loves U.S. consumers.

Iowa jeweler Herman Ginsberg
IndependentsApr 24, 2025
Longtime Iowa Jeweler Herman Ginsberg Dies at 99

A third-generation jeweler, Ginsberg worked at his family’s store, Ginsberg Jewelers, from 1948 until his retirement in 2019.

gia1d100 btyb.jpg
Brought to you by
Protect Your Customers and Your Business

The risk of laboratory-grown diamonds being falsely presented as natural diamonds presents a very significant danger to consumer trust.

Charles & Colvard moissanite ring
FinancialsApr 24, 2025
Charles & Colvard Delisted From Nasdaq Due to Noncompliance

The company failed to file its quarterly reports in a timely manner.

Weekly QuizApr 24, 2025
This Week’s Quiz
Test your jewelry news knowledge by answering these questions.
Take the Quiz
Young Diamantaires
SourcingApr 24, 2025
Young Diamantaires Transition to Nonprofit

The organization also announced its board of directors.

Mined + Found "Hope" Matchbox Locket
TrendsApr 24, 2025
Amanda’s Style File: So Charming

Charms may be tiny but with their small size comes endless layering possibilities, from bracelets to necklaces and earrings.

gia-topimage 0325.jpg
Brought to you by
A Brilliant Future Is Here

Get online education from GIA experts.

Bulgari’s expanded factory in Valenza, Italy
MajorsApr 23, 2025
Bulgari Doubles Size of Jewelry Factory in Italy

Located in Valenza, the now 355,000-square-foot facility includes a new jewelry school that’s open to the public, Scuola Bulgari.

Jason McNary accepting FGI Fine Jewelry Rising Star award for Paola Sasplugas
Events & AwardsApr 23, 2025
PDPaola Creative Director Wins FGI’s ‘Rising Star’ Award

Paola Sasplugas, co-founder of the Barcelona-based jewelry brand, received the Fine Jewelry Award.

1999 Cosmograph Daytona, Ref.16516
AuctionsApr 23, 2025
Rare Custom Rolex Daytona Heads to Auction

A platinum Zenith-powered Daytona commissioned in the late ‘90s will headline Sotheby’s Important Watches sale in Geneva next month.

Carmelo Anthony and Jaylen Brown David Yurman campaign
MajorsApr 23, 2025
David Yurman’s New Campaign Stars Carmelo Anthony, Jaylen Brown

The basketball stars wear men’s jewelry from the “Curb Chain” collection.

Woman wearing Zales jewelry
MajorsApr 22, 2025
Zales’ Rebrand Takes Playful Approach to Fine Jewelry

The Signet Jewelers-owned retailer wants to encourage younger shoppers to wear fine jewelry every day, not just on special occasions.

JAR Apricot Blossom bracelet
AuctionsApr 22, 2025
Christie’s to Auction JAR Jewelry Collection

The 21 pieces, all from a private collector, will be offered at its Magnificent Jewels auction next month.

Avi Levy
GradingApr 22, 2025
Avi Levy Is GCAL By Sarine’s New Chief Growth Officer

GCAL by Sarine created the new role to sharpen the company’s focus on strategic partnerships and scalable expansion.

Scottsdale Fine Jewelers store exterior
IndependentsApr 22, 2025
Brinker’s Jewelers Acquires Fellow Independent

The Indiana jeweler has acquired Scottsdale Fine Jewelers in Scottsdale, Arizona.

Cartier Exhibition Installation at Victoria & Albert Museum
Events & AwardsApr 21, 2025
An Exhibition Exploring the History of Cartier Is Now on Display

“Cartier: Design, Craft, and Legacy” opened earlier this month at the Victoria and Albert Museum in London.

Bill and Birdie Levine of Van Cott Jewelers
IndependentsApr 21, 2025
New York Jeweler to Close After 111 Years

Van Cott Jewelers in Vestal, New York, is hosting a going-out-of-business sale.

IJO Director Samantha Larson
IndependentsApr 21, 2025
IJO Names New Director of Vendor Relations, Merchandise Strategy

Industry veteran Samantha Larson has held leadership roles at Borsheims, McTeigue & McClelland, Stuller, and Long’s Jewelers.

Events & AwardsApr 21, 2025
Jewelers of Louisiana, Mississippi Jewelers Association to Co-Host Convention

The two organizations will hold the educational event together this fall in Mississippi.

Daymond John
Events & AwardsApr 18, 2025
Daymond John to Give Keynote at JCK Las Vegas

The entrepreneur and “Shark Tank” star will share his top tips for success.

Dukachi Easter Bread Pendant
CollectionsApr 18, 2025
Piece of the Week: Dukachi’s ‘Easter Bread’ Pendant

The Ukrainian brand’s new pendant is modeled after a traditional paska, a pastry often baked for Easter in Eastern European cultures.

Bremer Jewelry
IndependentsApr 18, 2025
Bremer Jewelry to Reveal Renovated Store

The jeweler has announced a grand reopening for its recently remodeled location in Peoria, Illinois.

Tiffany & Co. Strong Like Mom campaign
MajorsApr 18, 2025
Tiffany & Co. Employees Star in Mother’s Day Campaign

The “Strong Like Mom” campaign features moms who work at Tiffany & Co. and their children.

Athena Calderone x John Hardy Collection
CollectionsApr 17, 2025
John Hardy, Athena Calderone Partner on Art Deco Decor-Inspired Collection

Interior designer Athena Calderone looked to decor from the 1920s and 1930s when crafting her first fine jewelry collection.

Movado Connect 2.0 watches
FinancialsApr 17, 2025
Movado Group to Increase Prices to Offset Tariffs Impact

During a call about its full-year results, CEO Efraim Grinberg discussed how the company is approaching the uncertainty surrounding tariffs.

Natural Diamond Council Diamond Learning Center Graphic
Lab-GrownApr 17, 2025
NDC Launches Its Diamond Learning Center

The free program provides educational content for jewelry salespeople and enthusiasts to learn or refresh their diamond knowledge.

×

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