AuctionsFeb 26, 2026
Noonans to Auction Lady Wardington’s JewelryThe jewelry collection belonged to “one of society's most glamorous and beautiful women of the mid-20th century,” said the auction house.
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
SourcingFeb 26, 2026
Anglo American CEO Gives Insight Into De Beers SaleThe update came as Anglo took its third write-down on the diamond miner and marketer, which lost more than $500 million in 2025.
ColumnistsFeb 26, 2026
Practical Ways Jewelers Can Leverage AI in 2026Emmanuel Raheb discusses the rise of “GEO” and the importance of having well-written, quality content on your website.
Brought to you by
Is This You? Every Jeweler Has This Problem; We Have the Solution.Every jeweler faces the same challenge: helping customers protect what they love. Here’s the solution designed for today’s jewelry business.
CrimeFeb 26, 2026
Three Sentenced in California Jewelry HeistEach received around four years for burglarizing a jewelry store and a coffee shop in Simi Valley, California, last May.
Weekly QuizFeb 26, 2026
This Week’s QuizTest your jewelry news knowledge by answering these questions.
Events & AwardsFeb 26, 2026
GIA Names 2026 Jewelry Design Contest Winner, Retires Annual AwardCatherine Aulick, a GIA graduate, received the ninth and final Gianmaria Buccellati Foundation Award for Excellence in Jewelry Design.
TrendsFeb 25, 2026
Engagement Ring Trends 2026: What’s In, and WhyWe asked a jewelry historian, designer, bridal director, and wedding expert what’s trending in engagement rings. Here’s what they said.
Brought to you by
DCA Enters a New Chapter in Jewelry EducationWith refreshed branding, a new website, updated courses, and a pathway for growth, DCA is dedicated to supporting retail staff development.
SourcingFeb 25, 2026
7 Trends That Could Define the Diamond Industry’s FutureExperts from India weigh in the politics, policies, and market dynamics for diamantaires to monitor in 2026 and beyond.
EditorsFeb 25, 2026
Q&A: Brilliant Earth’s CEO on the New Beverly Hills StoreBeth Gerstein discusses the vibe of the new store, what customers want when fine jewelry shopping today, and the details of “Date Night.”
PodcastsFeb 25, 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.
WatchesFeb 25, 2026
Private Equity Firms Write Down Value of Breitling, Report SaysThe Swiss watchmaker is battling declining sales amid a rapid retail expansion, according to a Financial Times report.
CollectionsFeb 25, 2026
Rahaminov Diamonds’ New Campaign Honors Its MatriarchThe campaign celebrates Giustina Pavanello Rahaminov, the co-founder’s wife and matriarch of the family-owned brand, for her 88th birthday.
Policies & IssuesFeb 24, 2026
IEEPA Tariffs Terminated, New 10% Tariff Already ImposedAfter the Supreme Court struck down the IEEPA tariffs, President Trump imposed a 10 percent tax on almost all imports via a different law.
IndependentsFeb 24, 2026
Yafa Signed Jewels to Open Store in MiamiThe vintage signed jewelry retailer chose Miami due to growing client demand in the city and the greater Latin American region.
WatchesFeb 24, 2026
Chrono24 Names New VP, U.S. General ManagerFormer Flight Club executive Jin Lee will bring his experience from the sneaker world to the pre-owned watch marketplace.
SourcingFeb 23, 2026
Designer Eddie Sakamoto, a Humble Artist, Dies at 72Sakamoto, who died in mid-January following a sudden illness, is remembered for his humility and his masterful, architectural designs.
Events & AwardsFeb 23, 2026
NYCJAOS Announces Four-Day Spring ShowThe April event will feature a new VIP shopping day requiring a special ticket.
TrendsFeb 23, 2026
Dua Lipa Is Bulgari’s New AmbassadorBulgari chose the British-Albanian singer-songwriter for her powerful and enduring voice in contemporary culture, the jeweler said.
Policies & IssuesFeb 20, 2026
Supreme Court Rules Against Most of President Trump’s TariffsIn a 6-3 ruling, the court said the president exceeded his authority when imposing sweeping tariffs under IEEPA.
ColumnistsFeb 20, 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.
MajorsFeb 20, 2026
Jewelers Vigilance Committee Names Julie Yoakum Board ChairJVC also announced the election of five new board members.
CollectionsFeb 20, 2026
Boucheron’s ‘Faisceaux’ Brooch Heads to V&A MuseumThe brooch, our Piece of the Week, shows the chromatic spectrum through a holographic coating on rock crystal.
IndependentsFeb 19, 2026
Bailey’s Fine Jewelry Co-Founder ‘Mama Ann’ Bailey Dies at 100Raised in an orphanage, Bailey was 18 when she met her husband, Clyde. They opened their North Carolina jewelry store in 1948.
IndependentsFeb 19, 2026
Material Good Opens Third Location Material Good is celebrating its 10th anniversary as it opens its new store in the Back Bay neighborhood of Boston.
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.
