Success Story
Scaling Leadership Effectiveness for a Field Commercial Transformation
Story background
A U.S.-based field commercial organization recently underwent a significant transformation, shifting from a “lone wolf” way of working toward an ecosystem-based collaboration model. To support this cultural and operational evolution, the team’s sales directors and a cohort of high-potential sales managers completed role-specific developmental assessments followed by six months of personalized executive coaching.
The client needed support with:
Activating business-critical capabilities
Preparing a leadership pipeline
by equipping high-potential managers for future director-level roles.
Ensuring candid development
through the use of external coaches to encourage more open, impactful dialogue than internal resources could provide.
Our approach
Mix implemented a structured, evidence-based coaching process grounded in behavioral science and sponsor alignment:
Leadership Assessment
Used personality surveys, 360-degree feedback, and psychologist-led interviews to inform targeted goal setting and custom development plans.
Sponsor Alignment
Facilitated three-way alignment between the client, coach, and manager to ensure developmental goals directly supported business objectives.
Ongoing Coaching
Focused on building habits and mindsets that enable success through regular biweekly sessions and just-in-time resources.
Transition Planning
Facilitated celebration of outcomes and discussion of future development plans between coach, client, and manager.
The results
100% of participants felt their coach was highly effective and would recommend the experience to their colleagues.
Increased Leadership Effectiveness
100% of participants agreed that coaching increased their leadership effectiveness and resulted in a significant business impact.
Financial Impact
The client found the experience “invaluable,” with Directors estimating an ROI of $500k-$15M/year given their resulting gains in leadership and ecosystem collaboration.
Client feedback:
"The sessions were highly effective and well designed."
— Director"This has been an incredible journey and experience for me."
— Director"I am more energized about taking on more responsibility."
— Manager"Going through this built my confidence for more responsibilities."
— Manager