Every March, Suresh becomes a different version of himself. For most of the year, he is a patient insurance agent who sits with families, asks about their actual needs, and takes his time. But March is the last month of the financial year, and Suresh has an annual premium target handed down from his company that he must hit before the thirty-first. So he calls everyone he has ever met. He pushes policies onto people who already have enough cover, nudges families toward plans with higher premiums because those carry a bigger commission, and occasionally sells a policy to someone who, a year later, quietly lets it lapse because they never really understood what they had bought or why. Suresh's premium number for the year looks excellent on his company's dashboard. Whether the people who bought from him in March actually ended up better protected is a separate question entirely, one that his target was never really designed to answer. Most organisations, and most of us as indivi...
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