Managers Magazine articles from March 1993

Managers Magazine archives from March 1993

Put it together: how to build a successful team. (managing sales teams)
March 1, 1993... Walk into any bookstore and you will see many titles that include the word "secret" -- the secret to success, happiness, money, marriage, sex, health, fitness, sport and so on. If, like me, you have eagerly purchased one or more of these...

Targeting businesses: is your agency ready? (Cover Story)
March 1, 1993... Should your agency embrace the business-owner market? The business-owner marketplace is enticing for field managers as well as for agents. For agents, it is a sophisticated and challenging marketplace, offering high income potential and the...

You need help: delegate or die in the 1990s.
March 1, 1993... In the 1990s change will occur at a frightening pace. More head office tasks will be assigned to the agency office (for example, processing new business, client's queries). The catch phrase of the 1990s may be "You must make a profit."...

At the top: top field managers say what differentiates superior agencies from the norm. (part one of a two-part series)
March 1, 1993... In recent years I have wondered how the heads of major agencies in the United States view their own organizations, and what characteristics contribute to being perceived as special or superior by their agents, their home office associates and...

Our changing marketplace: total product and service customization. (The Catalyst) (Industry Overview)
March 1, 1993... As consumers, we're finally about to be valued for something more than our ability to write a check. After 4,000 years of trying to have it our way, it looks like the struggle is about to end. As more and more products and services become the...