WatchesJun 15, 2026
G-Shock, Coca-Cola Partner on Bottle-Inspired WatchThe special-edition piece marks the 140th anniversary of the iconic beverage brand.
IndependentsOct 30, 2017
11 Quick Tips for Motivating Your Employees This Season
Industry experts and leaders share ways to inspire and drive team members to make sales and stay focused during the busy holiday season.
New York--The holiday season isn’t far off, which means it’s almost time for the most important sales period of the year for many retailers.
But big shopping and big spending can also mean long hours, potential burnout and distractions for store employees.
To help, Kate Peterson, president and CEO of Performance Concepts; Jeff Corey, owner of Day’s Jewelers; and Brian Madson, adviser with The Edge Retail Academy, shared some tips with National Jeweler to help store owners and managers keep their staff motivated and focused during the holiday hours.
1. Incentivize. Though it might not be the primary motivator for all sales staff, money is an important incentive to maximize individual sales, Corey said. Day’s has an incentive program that offers a monetary reward to sales associates who achieve monthly sales goals, as well as an enhanced incentive offered to the team members who exceed their sales goal by 10 percent.
Madson also encouraged sales contests throughout the month to reward employees for selling special inventory items, with rewards like movie tickets and gift cards.
2. Better with age. Corey said they also offer additional monetary incentives to associates who sell aged merchandise to help move product.
3. Dole out praise. “Recognition for a job well done can be an exceptionally powerful motivator,” Corey said.
At Day’s, they continuously recognize employees who have made an important sale via the company intranet, private Facebook page and the printed newsletter mailed to each employee’s home monthly. These posting include a photo of the employee along with an image of the item he or she sold.
4. Include the team. Day’s makes it a part of the company culture to involve sales staff in all decisions affecting them, including product selection, display, sales strategy and more.
“Being part of the planning process, knowing that their thoughts and opinions are valued, inspires them to be the best they can be,” Corey said.
5. Train, train, train. It’s important for the store to provide the necessary practice and education for its team. Day’s is “aggressively” offering a number of training opportunities for sales staff in an effort to give them the tools they need to be the best at their jobs.
6. Get ahead on the schedule. Have a marketing plan in place for events and outreach well ahead of time, with key dates on the calendars,
Editors' Picks
Sponsored by
so everyone is on the same page. Create to-do lists for events and assign items to team members so roles are clear, and schedule social media posts ahead of time.
7. Have a concrete list. Print out a list of the wish list inventory and contact customers to create holiday sales opportunities, Madson said. Clean up the wish lists as you go, removing dated items and/or adding new items.
8. Plan the work calendar ahead of time. This will allow for plenty of time to assess payroll demands, according to Madson. Increase the staff level to accommodate busy times and lunches and breaks. Make sure your top salespeople are always available to sell first. Also, Madson suggested, order lunch on your busiest days for your team as a morale booster.
9. Review. Throughout the holiday season, actively review strategies on how to sell to different customer types, product knowledge so the team is well versed on the features and benefits, and turnover strategies, with role playing included at team meetings to make the most of every opportunity.
10. Think outside the “carrot-and-stick” box. Peterson said that experience has taught her that retail business owners have the greatest success when they work to inspire their employees as a means of keeping them at the top of their games.
Do this by aligning employee values and interests with your own: Make the effort to understand each employee’s personal goals and objectives and learn what they need in terms of tools, training, coaching and mentoring to achieve them. Deliver for them by being present and leading by example every day.
11. Be consistent. Peterson added that keeping employees focused on both company goals and their own also requires some consistency. Keep priorities front-of-mind and avoid flipping randomly from one idea to the next to allow people the chance to follow through.
7. Have a concrete list. Print out a list of the wish list inventory and contact customers to create holiday sales opportunities, Madson said. Clean up the wish lists as you go, removing dated items and/or adding new items.
8. Plan the work calendar ahead of time. This will allow for plenty of time to assess payroll demands, according to Madson. Increase the staff level to accommodate busy times and lunches and breaks. Make sure your top salespeople are always available to sell first. Also, Madson suggested, order lunch on your busiest days for your team as a morale booster.
9. Review. Throughout the holiday season, actively review strategies on how to sell to different customer types, product knowledge so the team is well versed on the features and benefits, and turnover strategies, with role playing included at team meetings to make the most of every opportunity.
10. Think outside the “carrot-and-stick” box. Peterson said that experience has taught her that retail business owners have the greatest success when they work to inspire their employees as a means of keeping them at the top of their games.
Do this by aligning employee values and interests with your own: Make the effort to understand each employee’s personal goals and objectives and learn what they need in terms of tools, training, coaching and mentoring to achieve them. Deliver for them by being present and leading by example every day.
11. Be consistent. Peterson added that keeping employees focused on both company goals and their own also requires some consistency. Keep priorities front-of-mind and avoid flipping randomly from one idea to the next to allow people the chance to follow through.
More on Independents
The Latest
TrendsJun 15, 2026
Amanda’s Style File: Tiny Charms Are TrendingHere are 13 small charms to inspire your layered looks this summer.
AuctionsJun 12, 2026
16th-Century ‘Hogback’ Diamond Ring Going Up for Auction in LondonFound by a metal detectorist, the ring likely belonged to a wealthy, possibly royal, owner, said Noonans.
Brought to you by
Building the Future of Jewelry Retail: DCA Expands Education, Leadership Development, and Workforce SolutionsDCA is preparing the next generation of professionals by supporting workforce development, leadership growth, and career advancement.
CollectionsJun 12, 2026
Chouette Designs To Launch Collection Celebrating All Types of LoveOur Pride Month Piece of the Week, the “Margaux” ring, is part of the wife-and-wife team’s new “Lovestoned” collection.
Weekly QuizJun 11, 2026
This Week’s QuizTest your jewelry news knowledge by answering these questions.
Events & AwardsJun 12, 2026
CBG Announces Plans for Phoenix ShowThe group has named the keynote speaker and announced a new pavilion for its next event, which is slated for September.
EditorsJun 11, 2026
This Was the Best Animal Jewelry in Las Vegas From lions and hippos to snails and fish, Senior Editor Lenore Fedow wrangles her picks for cutest jewelry critters in Las Vegas.
Brought to you by
All Eyes on Gold Prices. Alternatives to Look For. And What to BEWARE of in VegasAs gold prices rise, today’s retailers are looking for alternatives at prices that will appeal to wider audiences.
SourcingJun 11, 2026
Grandview Klein, London Jewelers Partner To Cut 63-Carat RoughThe big stone will be fashioned into a 20.26-carat diamond in celebration of the retailer’s 100th anniversary this year.
MajorsJun 11, 2026
Former Cartier Creative Director To Head Chanel’s Jewelry Creation StudioMarie-Laure Cérède will join Chanel as the new director of its jewelry creation studio, starting in October.
Lab-GrownJun 11, 2026
Smiling Rocks’ ‘Wish Jar’ Generates 100+ Wishes in Las Vegas At the JCK show, the lab-grown diamond brand teamed up with Jewelers for Children to support Make-A-Wish India.
SourcingJun 11, 2026
Signet Jewelers Exec Joins Diamonds Do Good BoardIlana McCabe is Signet’s vice president of public relations and brand communications.
AuctionsJun 10, 2026
31.62-Carat ‘Azure Blue’ Diamond Sells For $8M+ at Christie’sIt was a banner day for blue gemstones, with another blue diamond topping $8 million and a 41-carat sapphire going for $2.3 million.
MajorsJun 10, 2026
Saks Global Receives Bankruptcy Court Approval for ReorganizationThe approval means the retailer is on track to exit bankruptcy proceedings this summer.
CrimeJun 10, 2026
2 Suspects Arrested in Texas Jewelry Store RobberyThe men are believed to be part of the group of several masked suspects that robbed Marc Robinson Jewelers in April.
CollectionsJun 10, 2026
Sylvie Debuts ‘Elevated’ Bridal Collection Inspired By Designer’s RingThe bridal-focused brand is also launching its Custom Atelier this summer, a digital custom design tool for its authorized retailers.
EditorsJun 09, 2026
Q&A: Al Cook on the Lab-Grown ‘Bubble,’ Dwindling Diamond Supply The De Beers Group CEO also discussed tariffs, Desert Diamonds, and the pending sale of De Beers in an interview with Michelle Graff.
MajorsJun 09, 2026
Wilkerson's Russ Whitehouse RetiresThe industry veteran is bringing his 56-year run in the fine jewelry sector to an end.
Events & AwardsJun 09, 2026
Pride Month Panel to Highlight LGBTQ+ Jewelry VoicesThe panel discussion will feature LGBTQ+ leaders across the jewelry, luxury, and creative industries.
CollectionsJun 09, 2026
Marie Lichtenberg’s New Capsule Collection Is a Smash, LiterallyInspired by a locket that got run over, the “Smash” capsule collection reimagines the shape of Lichtenberg’s signature style.
MajorsJun 09, 2026
Frederick Goldman Names Director of Sales for SoutheastThe company has promoted Katherine Whitacre to the role.
MajorsJun 08, 2026
Stuller Expands Selection of Lab-Grown Diamonds, Demi-Fine JewelryThe jewelry manufacturer has added Taylor Swift-esque diamond shapes, and more silver, gold vermeil, and gold-plated jewelry.
SourcingJun 08, 2026
Sally Morrison to Depart De Beers This Summer Morrison has been marketing diamonds on and off since the early 2000s and said she is leaving to “pursue new projects.”
TrendsJun 08, 2026
Amanda’s Style File: June’s Birthstone TrioThose born in June can celebrate with pearl, alexandrite, and moonstone jewelry.
TechnologyJun 08, 2026
Overnight Mountings Launches Ring Builder PlatformThe platform allows retailers to guide clients through a customizable engagement ring buying experience in a branded interface.
IndependentsJun 05, 2026
Pennsylvania Jewelry Store To Close After 79 YearsJim Springer, owner of Dunkelberger’s Fine Jewelry, is heading into retirement.
SurveysJun 05, 2026
Consumers to Cut Back on Spending Amid Rising Prices, Survey Shows When conducting its May consumer confidence survey, The Conference Board asked extra questions about consumers’ budgeting strategies.
