Independents

11 Quick Tips for Motivating Your Employees This Season

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.


Here’s what they had to say.

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.
Brecken Branstratoris the senior editor, gemstones at National Jeweler, covering sourcing, pricing and other developments in the colored stone sector.

The Latest

Future Fortune sapphire ring
TechnologyMar 28, 2024
Pinterest’s 2024 Wedding Report Is Out

The report shows that couples are searching for vintage and antique rings, gold jewelry, pearls, and colorful pieces.

Jaeger-LeCoultre Madison Avenue NYC store
WatchesMar 28, 2024
Peek Inside Jaeger-LeCoultre’s Revamped NYC Flagship

The redesigned boutique features interactive displays and a workshop space for hands-on learning about watchmaking.

Asian Star’s diamond manufacturing facility in India
SourcingMar 27, 2024
Compliance, Caution, and Concern: The Current Outlook of Indian Diamantaires

There is a willingness to comply with new government-mandated regulations, with an insistence that they should be practical and realistic.

Jewelers of America Fly In Washington, D.C.
Brought to you by
How Jewelers of America Represents Your Business

For over 30 years, JA has advocated for the industry, fought against harmful legislation and backed measures that help jewelry businesses.

Kira Diam solar plant
Lab-GrownMar 27, 2024
Indian Lab-Grown Diamond Manufacturers Keep Growing

A combination of factors is driving growth in the industry despite the precipitous drop in prices across the board.

Weekly QuizMar 21, 2024
This Week’s Quiz
Test your jewelry news knowledge with this short test.
Take the Quiz
Bharat Ratnam, a Mega Common Facilitation Centre (CFC)
SourcingMar 27, 2024
Reinvigorating SEEPZ, the Epicenter of India’s Studded Jewelry Exports

The zone’s modernization will enhance and increase India’s jewelry manufacturing capabilities while aiding small and mid-sized businesses.

SRK Empire and SRK House
Policies & IssuesMar 27, 2024
SRK Exports’ Journey Toward Net Zero Impact

By the end of this year, SRK’s diamond manufacturing complexes will achieve net zero emissions, one of an impressive array of achievements.

BTYB-HoBrothers-updated.png
Brought to you by
The Scalable, Professional, and Effortless Solution for High-Demand Custom Jewelry Retailers

Ho Brothers offers scalable solutions for the future of custom jewelry.

Georgia May Jagger Tommy Hilfiger ad campaign
FinancialsMar 27, 2024
Movado’s Full-Year Sales Sink 11%

The company plans to invest $25 million in marketing initiatives to boost awareness around its namesake and licensed brands.

Hand holding shopping bags
SurveysMar 27, 2024
Consumer Confidence Held Steady in March

Optimism about the current state of the economy was offset by anxiety around inflation and the political environment.

Bernadette Mack
Policies & IssuesMar 27, 2024
Mercury Free Mining Hires Bernadette Mack

The former WJA executive director is MFM’s new managing director.

April Is Diamonds Do Good Month
Policies & IssuesMar 27, 2024
Diamonds Do Good Announces Its April Initiative

DDG encourages retailers to educate customers on the positive impact of purchasing natural diamonds.

Tiffany & Co. With Love, Since 1837
MajorsMar 26, 2024
Tiffany & Co. Debuts ‘With Love, Since 1837’ Campaign

Highlighting the most iconic Tiffany collections, it’s inspired by the company’s late window designer, Gene Moore.

National Jeweler columnists Duvall O’Steen and Jen Cullen Williams
ColumnistsMar 26, 2024
Creative Connecting: AI Tools and Tips for Social Media

Jen Cullen Williams and Duvall O’Steen explore how jewelers can save time and money by using AI to analyze engagement and create content.

Nordstrom Men’s Store New York City
MajorsMar 26, 2024
Nordstrom May Go Private, Says Report

The retailer previously turned down an $8.4 billion offer in 2018.

Interior of Miami Lakes Jewelers
IndependentsMar 26, 2024
Miami Lakes Jewelers to Close After 37 Years

The Florida store’s owner Miguel Gonzalez is retiring.

 International Gemological Institute
GradingMar 26, 2024
IGI Announces Tech for ID’ing Lab-Grown Colored Diamonds

The lab stresses the importance of accurate identification, as the difference in price is “substantial.”

Kendra Scott lab-grown diamond jewelry
CollectionsMar 25, 2024
Kendra Scott Debuts Lab-Grown Diamond Fashion Jewelry

The brand also plans to expand its retail footprint from 138 to 200 stores over the next three years.

Instappraise logo NAJA logo
Events & AwardsMar 25, 2024
NAJA, Instappraise Offering Scholarships for Aspiring Jewelry Appraisers

One is reserved for a NAJA member, the other for a non-member.

Carie Lehrke and Megan Mattice
MajorsMar 25, 2024
Borsheims Announces New VP of HR, Assistant Manager

Longtime employees Carie Lehrke and Megan Mattice have received promotions.

My Next Question graphic vintage jewelry webinar
Recorded WebinarsMar 22, 2024
Watch: How to Buy and Sell Vintage Jewelry

Three guests joined National Jeweler and Jewelers of America to discuss trending time periods, spotting reproductions, and more.

Chris Clipper and Robert Lepere
MajorsMar 22, 2024
David Yurman Announces New CFO, Chief People Officer

Chris Clipper and Robert Lepere join the company with 50 years of combined experience.

Nakard pyrite earrings
CollectionsMar 22, 2024
Piece of the Week: Nakard’s Pyrite Earrings

The trendy, metallic earrings wink at classic spring colors.

Stock image of police cars with their lights on
CrimeMar 21, 2024
Sparks Fly as Burglars Lose Safe on California Freeway

JSA said a man and woman pulled the safe out of an Oakland jewelry store but couldn’t quite get it into their van.

Grizzly Mining rough emeralds
SourcingMar 21, 2024
Grizzly Sells 4,145-Carat Emerald for Over $1M

The miner’s March auction generated $19 million.

Helen McCluskey
MajorsMar 21, 2024
Signet Jewelers Names New Board Chair

Helen McCluskey will succeed H. Todd Stitzer when he meets his 12-year term limit in June.

Julia Roberts wearing a Chopard necklace
CollectionsMar 20, 2024
Julia Roberts Co-Designs New Chopard Jewelry Collection

“Chopard x Julia Roberts” showcases the first gems cut from the 6,000-carat-plus “Insofu Emerald."

×

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