Events & AwardsApr 25, 2024
Alexis Padis Takes Over as AGS Board President Padis succeeds Lisa Bridge, marking the first time the organization has had two women board presidents in a row.
IndependentsJul 31, 2018
Squirrel Spotting: What Kind of Team Do You Want?
Your first answer might be, “the same team I’ve had for years,” but that is not necessarily the best answer, Peter Smith writes.
Peter Smith has more than 30 years of experience building wholesale and retail sales teams. He currently is president of Vibhor Gems.
To suggest that people are important to a business is akin to recommending a daily dose of fresh air for good health. While it may be a self-evident maxim, what actually constitutes “good people” is decidedly more complex.
Every business, of course, must decide how to best put together its team.
Some prefer harmony and an ease of management that excludes mavericks and outliers. Other businesses prize a performance culture that values individual productivity, and recognizes and accepts the inevitable challenges of managing top performers.
When I ask retailers to tell me about their team, I very often hear, “My people have been with me for years,” as though tenure itself was the secret to success.
I’ve often wondered how successful my beloved Chicago Cubs would be if Andre Dawson was still hitting clean-up at Wrigley Field, or how the San Francisco 49ers would fare if Joe Montana was under center.
OK, OK, I know that sports teams, where athletes must have a great mental approach along with world-class physical prowess, is not the same as sales, but I use sports (insert your own metaphor) to point out that tenure alone cannot be the measure of the competence of an individual, or the health of a team.
In fact, Gallup researchers conducted an analysis a few years ago of 1.4 million employees in its database and found an inverse relationship between employee engagement and the number of years she or he had worked in the job.
The study basically asserted that for most employees, the first year was their best year and thereafter it was, if not exactly downhill, a flat and uninspiring walk into sustained mediocrity. The conclusions from the study revealed that disengaged employees were a drain on profits, sales and customer satisfaction.
Angela Duckworth, a psychologist at the University of Pennsylvania and the author of “Grit: The Power of Passion and Perseverance,” wrote: “Do you know anyone who’s been doing something for a long, long time—maybe their entire professional lives—and yet, the best you can say of their skill is that they’re pretty much OK and not bad enough to fire?”
There is clearly a very big difference between your top performers staying with you for years and your mediocre people sticking around—not exactly setting the world on fire, but managing to keep their heads above water.
As I see it, there are really
Editors' Picks
Sponsored by
three ways a business can go:
1) You can value tenure and accept that you are willing to give up performance for the sake of familiar people sticking around;
2) You can prize sales performance and, in doing so, understand that non-performers will be rotated out as results demand; or
3) The default option: You celebrate and value tenure, and choose not to spend too much time thinking about the costs to your business in sales and profitability.
In “Reward Systems,” Steve Kerr (not the basketball one) wrote, “If you reward seniority, you are likely to get very little in the way of risk-taking, innovation and candid, upward feedback.”
Each business, of course, much make its own decision (or no decision) and while I would still pay to see Andre Dawson take a few swings in a Cubs uniform at Wrigley Field, I’ll take Anthony Rizzo. Until I don’t.
Go Cubs!
Peter Smith is president of Vibhor, a public speaker and author of “Sell Something” and “Hiring Squirrels.” He spent 30 years building sales teams in retail and wholesale and he can be contacted at dublinsmith@yahoo.com, peter@vibhorgems.com, or on LinkedIn, Facebook or Twitter.
1) You can value tenure and accept that you are willing to give up performance for the sake of familiar people sticking around;
2) You can prize sales performance and, in doing so, understand that non-performers will be rotated out as results demand; or
3) The default option: You celebrate and value tenure, and choose not to spend too much time thinking about the costs to your business in sales and profitability.
In “Reward Systems,” Steve Kerr (not the basketball one) wrote, “If you reward seniority, you are likely to get very little in the way of risk-taking, innovation and candid, upward feedback.”
Each business, of course, much make its own decision (or no decision) and while I would still pay to see Andre Dawson take a few swings in a Cubs uniform at Wrigley Field, I’ll take Anthony Rizzo. Until I don’t.
Go Cubs!
Peter Smith is president of Vibhor, a public speaker and author of “Sell Something” and “Hiring Squirrels.” He spent 30 years building sales teams in retail and wholesale and he can be contacted at dublinsmith@yahoo.com, peter@vibhorgems.com, or on LinkedIn, Facebook or Twitter.
More on Independents
The Latest
EditorsApr 25, 2024
5 Tips for Creating Fans from the Top (Savannah) Banana Jesse Cole, founder of Fans First Entertainment, shared the “five Es” of building a fan base during his AGS Conclave keynote.
WatchesApr 25, 2024
Audemars Piguet and John Mayer Partner on Limited Edition WatchThe Royal Oak Perpetual Calendar "John Mayer" was celebrated at a star-studded party in LA last week.
Brought to you by
The Blueprint for Success in Scalable, Personalized Jewelry RetailWith Ho Brothers, you can unlock your brand's true potential and offer customers the personalized jewelry experiences they desire.
SourcingApr 25, 2024
De Beers Lowers Production Guidance for 2024The announcement came as the company reported a 23 percent drop in production in Q1.
Weekly QuizApr 26, 2024
This Week’s QuizTest your jewelry news knowledge by answering these seven questions.
MajorsApr 25, 2024
Detroit Lions’ QB Jared Goff Keeps Going to JaredThe three-time Pro Bowler continues to partner with the retailer, donating to a Detroit nonprofit and giving watches to fans.
CrimeApr 24, 2024
Jewelry Crime Declines Significantly, But Dollar Losses Remain High A double-digit drop in the number of in-store crimes was offset by a jump in off-premises attacks, JSA’s 2023 crime report shows.
Brought to you by
How Jewelers of America Represents Your BusinessFor over 30 years, JA has advocated for the industry, fought against harmful legislation and backed measures that help jewelry businesses.
CollectionsApr 24, 2024
Pippa Small Announces ‘Venus’ CollectionInspired by the Roman goddess of love, the designer looked to the sea for her new collection.
FinancialsApr 24, 2024
Kering’s Jewelry Brands a Bright Spot in Tough Q1The luxury titan posted declining sales, weighed down by Gucci’s poor performance.
Events & AwardsApr 24, 2024
JCK Industry Fund Announces 2024 Grant RecipientsThe selected nine organizations have outlined their plans for the funds.
SourcingApr 24, 2024
Rio Tinto’s Q1 Production Drops Amid Pause to Honor Lost Colleagues The mining company’s Diavik Diamond Mine lost four employees in a plane crash in January.
WatchesApr 24, 2024
These Are Rolex’s New Watches for 2024 The crown introduced a dozen timepieces in Geneva, including a heavy metal version of its deep-sea divers’ watch.
ColumnistsApr 23, 2024
The Smart Lab: Advanced Email Marketing Strategies for Mother’s DayEmmanuel Raheb recommends digging into demographic data, customizing your store’s communications, and retargeting ahead of May 12.
SourcingApr 23, 2024
Lucapa Sells 3 Diamonds for $10.5M in First Lulo Tender of 2024A 203-carat diamond from the alluvial mine in Angola achieved the highest price.
GradingApr 23, 2024
GIA Has a New Book About William RuserRuser was known for his figural jewelry with freshwater pearls and for his celebrity clientele.
CollectionsApr 22, 2024
Jacquie Aiche’s New Campaign Stars Adam Levine, Behati PrinslooThe “Rebel Heart” campaign embodies rebellion, romance, and sensuality, the brand said.
EditorsApr 22, 2024
The 22 Best Quotes from AGS Conclave 2024 Editor-in-Chief Michelle Graff shares the standout moments from the education sessions she attended in Austin last week.
SourcingApr 22, 2024
Virtual Diamond Boutique Rebrands as ‘VDB’The overhaul includes a new logo and enhanced digital marketplace.
MajorsApr 22, 2024
Signet Raises Nearly $9M for St. Jude Children’s Research HospitalThe money will go toward supporting ongoing research and aftercare programs for childhood cancer survivors.
CollectionsApr 19, 2024
Piece of the Week: Retrouvaí’s Treasure NecklaceA new addition to the “Heirloom” collection, this one-of-a-kind piece features 32 custom-cut gemstones.
CrimeApr 19, 2024
Grand Jury to Hear Case Against Jeweler Charged in Fatal Shove Following IJO ShowLast month in Dallas, David Walton pushed another jeweler, David Ettinger, who later died.
MajorsApr 19, 2024
Unique Designs Acquires China PearlThe move will allow the manufacturing company to offer a more “diverse and comprehensive” range of products.
GradingApr 19, 2024
AGS Ideal Report Now Available in Printed FormFrom now through mid-May, GIA will be offering the reports at a 50 percent discount.
SourcingApr 18, 2024
Diamond Trade Remains Cautious Amid Economic UncertaintyDe Beers’ rough diamond sales were down 18 percent year-over-year in its latest round of sales.
Supplier BulletinApr 18, 2024
Discover History’s Hidden Gems at the Las Vegas Antique Jewelry & Watch ShowSponsored by the Las Vegas Antique Jewelry & Watch Show
WatchesApr 18, 2024
Watch E-tailer Collectability Hires Kelly YochThe Patek Philippe expert will serve as personal curator for the brand-focused company.
