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...their work hours on active sales activity. Producers who spend most of their ...and experiment with Producer Command Centers, which put the producers together...

...s and a barbecue for a group of handicapped kids, he is reported to have said,...omic upswing for increased business activity will be a major mistake. If signi...

...is often ideal for a physically handicapped person. In short, your best bet i... Activity/ Result (Including X-Date) ...

... they should be. Separation doesn't make the heart grow fonder; it makes the head more detached. When principals separate themselves, managers tend to follow suit. Managers are accountable for certain results-and when they can't see those who produce these results, they're operating under a considerable handicap. Management is not a solitary undertaking. You can think and create behind glass walls with an open door. COUNTERS: COUNTERINTUITIVE, COUNTERPRODUCTIVE Clients or prospects who visit a traditional agency often see a counter separating them from the agency staff person. There's enough to ... are supposed to service what they write. Get over it! Producers should be salespeople. Written accounts need to be handled by account managers (what used to be CSRs) . Overlap should be minimized. Salespeople must spend the vast majority of their work hours on active sales activity. Producers who spend most of their time working in the only place where your prospects don't go-your office-are in the wrong place. Only in the insurance industry is the outside producer inside most of the time. Most producers don't justify their annual income from ... business sales. Management justifies their income with the book they've previously written and then pay CSRs, too, to handle those accounts. Placing producers in a service team (or, heaven forbid, letting them try to manage a service team) reinforces this insanity. Producers need space within the agency for very specific functions: Client meetings: Your agency needs at least one (maybe more, depending on the number of producers) impressive client-meeting room equipped with technology for rating, looking up information, and giving presentations. Sales-program development ...

...tal] places being set aside for handicapped parking, they ought to label them ...