How Jewelers Can Hire and Develop Better Managers

Former U.S. Secretary of State Colin Powell once said, “Leadership is solving problems.” But for jewelry retailers, finding store managers who are excellent leaders can prove problematic.Jewelers in particular often are tempted to reward their best sales associates with a promotion to management. And therein lies the rub: “Most awesome managers are not awesome salespeople,” says Shane Decker, a retail consultant for jewelry stores and president of Ex-Sell-Ence sales academy.Decker recalls a chain jewelry store that in the 1990s promoted all its top salespeople to positions in store management. “Ninety percent of them failed,” he says, “because management is a much different skills set than sales.” At their core, salespeople know how to close sales and romance customers. But managers “need to know how to delegate, hold people accountable, and make accurate decisions,”

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