ColumnistsFeb 19, 2026
Peter Smith: Happiness, Cavemen, and Jewelry SalesSmith encourages salespeople to ask customers questions that elicit the release of oxytocin, the brain’s “feel-good” chemical.
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,
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
Events & AwardsFeb 19, 2026
The Original Miami Beach Antique Show Returns in MarchThe show will be held March 26-30 at the Miami Beach Convention Center.
AuctionsFeb 18, 2026
Joanna Carson’s Jewels Head to AuctionThe estate of the model, philanthropist, and ex-wife of Johnny Carson has signed statement jewels up for sale at John Moran Auctioneers.
Brought to you by
The MJSA Mentor & Apprenticeship Program: Attracting & Training the Next Generation of Bench JewelersLaunched in 2023, the program will help the passing of knowledge between generations and alleviate the shortage of bench jewelers.
PodcastsFeb 18, 2026
Episode 2: Jewelry Trends & Does the Red Carpet Matter?Are arm bands poised to make a comeback? Has red-carpet jewelry become boring? Find out on the second episode of the “My Next Question” podcast.
Weekly QuizFeb 12, 2026
This Week’s QuizTest your jewelry news knowledge by answering these questions.
MajorsFeb 18, 2026
Select Jewelry Inks Agreement to Distribute Lightweight Gold JewelryIt will lead distribution in North America for Graziella Braccialini's new gold pieces, which it said are 50 percent lighter.
Policies & IssuesFeb 18, 2026
Community for Ethical Jewelry Looks for Executive DirectorThe organization is seeking a new executive director to lead it into its next phase of strategic growth and industry influence.
Brought to you by
How Jewelers Can Fight Back Against Cell JammersCriminals are using cell jammers to disable alarms, but new technology like JamAlert™ can stop them.
Events & AwardsFeb 18, 2026
DCA to Host Gemstone Selling Education Session at IJO EventThe nonprofit will present a live, two-hour introductory course on building confidence when selling colored gemstones.
TrendsFeb 17, 2026
A Bit of Jewelry for the Year of the HorseWestern wear continues to trend in the Year of the Fire Horse and along with it, horse and horseshoe motifs in jewelry.
SourcingFeb 17, 2026
Colored Gemstone Experts Talk Tariffs, Trends in TucsonAlthough the market is robust, tariffs and precious metal prices are impacting the industry, Stuart Robertson and Brecken Branstrator said.
GradingFeb 17, 2026
Dr. George Rossman, Former GIA Governor, Dies at 81Rossman, who advised GIA for more than 50 years, is remembered for his passion and dedication to the field of gemology.
CrimeFeb 13, 2026
JSA Offering $10K Reward in Nancy Guthrie Case Guthrie, the mother of “Today” show host Savannah Guthrie, was abducted just as the Tucson gem shows were starting.
IndependentsFeb 13, 2026
97-Year-Old New Mexico Jewelry Store To CloseButterfield Jewelers in Albuquerque, New Mexico, is preparing to close as members of the Butterfield family head into retirement.
CollectionsFeb 13, 2026
A ‘Rosebud’ Necklace for Valentine’s DayPaul Morelli’s “Rosebud” necklace, our Piece of the Week, uses 18-karat rose, green, and white gold to turn the symbol of love into jewelry.
MajorsFeb 13, 2026
JFC Announces New BeneficiariesThe nonprofit has welcomed four new grantees for 2026.
MajorsFeb 12, 2026
These 8 Saks Fifth Avenue Stores Are ClosingParent company Saks Global is also closing nearly all Saks Off 5th locations, a Neiman Marcus store, and 14 personal styling suites.
CollectionsFeb 12, 2026
British Museum Raises $5M to Keep Jewel Linked to Henry VIII, Katherine of AragonIt is believed the 24-karat heart-shaped enameled pendant was made for an event marking the betrothal of Princess Mary in 1518.
SourcingFeb 12, 2026
‘Cotton Candy’ Necklace, 35-Carat Kunzite Win 2025 ‘Buyer’s Choice’ AwardsThe AGTA Spectrum and Cutting Edge “Buyer’s Choice” award winners were announced at the Spectrum Awards Gala last week.
Events & AwardsFeb 12, 2026
Kering Opens Entries for 2026 Sustainability-Focused AwardThe “Kering Generation Award x Jewelry” returns for its second year with “Second Chance, First Choice” as its theme.
TrendsFeb 11, 2026
Halle Berry’s Retro Engagement Ring Is a Sapphire-Set StunnerSourced by For Future Reference Vintage, the yellow gold ring has a round center stone surrounded by step-cut sapphires.
MajorsFeb 11, 2026
Francesca’s Files for Chapter 11 Bankruptcy AgainThe clothing and accessories chain announced last month it would be closing all of its stores.
CollectionsFeb 11, 2026
Zales Turns Sweethearts Into Jewelry for Valentine’s Day CollectionThe “Zales x Sweethearts” collection features three mystery heart charms engraved with classic sayings seen on the Valentine’s Day candies.
TechnologyFeb 11, 2026
Gemvision Symposium 2026 Slated for AprilThe event will include panel discussions, hands-on demonstrations of new digital manufacturing tools, and a jewelry design contest.
Events & AwardsFeb 11, 2026
TJS Announces Roundtable, Launches New AppRegistration is now open for The Jewelry Symposium, set to take place in Detroit from May 16-19.
SourcingFeb 10, 2026
At Meeting in South Africa, Support for Natural Diamonds Picks Up Steam Namibia has formally signed the Luanda Accord, while two key industry organizations pledged to join the Natural Diamond Council.
TrendsFeb 10, 2026
Bad Bunny Wears Football-Shaped ‘Desert Diamond’ for Halftime PerformanceLady Gaga, Cardi B, and Karol G also went with diamond jewelry for Bad Bunny’s Super Bowl halftime show honoring Puerto Rico.
