Success Story
Transforming a Field Sales Team Through Behavioral Insights
Background
Diagnosing behavioral, mindset, and process gaps between the current and desired future state of the field team.
Enhancing integration between field sales and the broader commercial ecosystem.
Establishing a performance culture focused on behavior-driven advancement, not tenure.
Approach
Mix Talent’s Consulting and Coaching team, supported by our PhD-level behavioral scientists, partnered with commercial leadership, HR, and field stakeholders to drive a phased transformation:
Phase 1: Field Study
Conducted interviews and focus groups with 100+ field employees across 11 roles to identify behavioral gaps.
Phase 2: Competency Development
Created role-specific competencies anchored in future-state strategy.
Phase 3: Tools & Processes
Updated job descriptions, evaluations, and promotional frameworks in partnership with HR, TA, and field leadership.
Phase 4: Developmental Support
Delivered executive coaching to high-potential and second-line managers to reinforce leadership growth.
Results
Simplified leveling structure
based on behaviors, not tenure
Competency-based criteria
for how managers now advance talent
Coaching has expanded upward
across the commercial organization
Competency framework scaled
to support the entire U.S. commercial team