Herberg recalls Jack Kinder

 Recently I have been reviewing copies of a company magazine that I was associated with.  I came across an article titled In the Spirit of Professional Excellence.  The article chronicled key points made by Jack Kinder, a respected author and speaker on sales management, at a Worcester (MA) Life Underwriters Association meeting.  There were dozens of “pearls” which I will share with you in this Blog posting and postings to follow.  Hopefully, one or more will benefit you as you grow your agency.

Kinder on professional management 

. All organizations are driven by the philosophy and values of the owner or management. 

. The job of management involves 3 P’s. Production. Producers. Profits. 

. The process of management involves: Planning Results, Activating The Plan, and Examining Final Results. 

. Period meetings should be held to exercise the Three R’s of the management process: REVIEW (of forecasts); RECORD (of results); REPORT (on actions). 

. Management style often revolves around Personality, Procedures, and Philosophy. Procedure should be on paper. You should preach philosophy (the why of the business) before the how. 

. In evaluating management potential, try these three tests: Can this person keep it simple?  Does this person understand the power of repetition?  Will this person be consistent? 

. Here are three laws of management style:  (1) Highlight problems early, take action fast; (2) Never trust opinions, if there are no facts behind them; (3) the best communications with other employees is face-to-face. 

. Managers are paid for their judgment (knowing whats, whys); their influence (knowing hows); and their effectiveness (making it happen).  

Next:  Kinder on Professional Attitude