Unleashing the full capacity of your people

Insurance Sales Manager – No. 3

When teaching and coaching leadership skills, breaking down the challenge into specific areas of improvement, and working on each in detail, leads to better long-term results. In our programs, participants are tasked with selecting those leadership elements they want to improve first.

Here is an example of how this has worked in practice.


A sales manager in a Fortune 100 insurance company sought to improve how his team performed by focusing on very specific areas that could have great impact. To start his coaching relationship with Bovo-Tighe, this manager chose one big area to improve:

  • Improving time management skills

In his words: “I wanted to have better results in my (state) office and to do this I felt I needed to improve my time management skills.”


At the end of the initial program period, this manager reported a change in his own approach that had a direct impact on improvements:

I’ve come to the realization that I can’t get everything done but I now try to focus more about what I did get done instead of the things I didn’t. I normally review my accomplishments at the end of the week which makes me feel better about how much I get done.”

I’ve done a better job of delegating, which has freed me up to focus on more important things. (When someone asks a question), in the past I would spend the time researching the answer but now often the person asking the question does the research.”

“I’ve spent more time communicating with our employees in this office, which I feel has had an impact on our improved results.

This manager assessed the following return-on-investment that he feels he has already achieved as a result of his improved communication and engagement skills:

“Our (pricing) is up 1.4% compared to the company average of -8.1%. In fact (my) office is the only office showing a positive increase in (price) year-to-date. The market wasn’t as soft last year and at this time last year we were down 1.7%. We‘ve had improved results this year by doing a good job negotiating prices on our renewals and we have increased our (new business) by 12% over last year. Our profitability is second best in the company.”

“(We have seen) a 12.4% increase in new business. Our submissions are up 26.2% and our profit YTD is $920,712. I wouldn’t say this program was responsible for all of this but I think it’s played a factor.”

Improving engagement with more strategic use of this manager’s time, along with the trust to delegate authority, led to these gains being achievable. Investing in the development of better leadership skills pays off every time!

Note: The identity of this client has been masked, but if you are interested in direct testimonials from Bovo-Tighe clients, let us know and we will arrange them.