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Multi-Billion Dollar International Scientific Services Company

Support and develop a Technical Leader to take on Vice President of Sales and General Manager responsibilities

Business Challenge

  • Brilliant Technical Leader is assigned a global leadership position in a troubled business unit.
  • Challenged to lead global sales and inspire a business unit that experienced 5 years of economic fade.
  • Senior leadership requests coaching to support this newly promoted leader to develop into his new role.

Break Through Process:

Aspirations: What is most important to you right now?

  • Explore how he might reinvent himself as a stronger leader while still remaining authentic to what was important to him personally.
  • Evolve executive’s technical communication style to meet standards of his new audience: Board of Directors, Senior Leadership Team and Executive Sales Team.
  • Develop leadership skills to create greater collaboration and consensus amongst varied stakeholders.

Awareness: How do others in the organization see you?

  • Discovered that others believed his technical brilliance and ability to synthesize information could produce the answer to the economic fade, however his communication style could de-rail his success.
  • Realized that he needed to fully understand the perspective of the person(s) being addressed to effectively communicate his vision and inspire execution.
  • Recognized that his unique subject matter expertise was highly valued by the company and needed to be leveraged at every opportunity as a means to build consensus.
  • Acknowledged that the old leadership behaviors that had taken the sales leader this far had met their limits. Additional leadership behaviors were necessary to take him forward.

Action Plan: What goals inspire and ignite you to action?

  • Supported the sales leader in developing both verbal and non-verbal communication skills - listening, questioning and adapting one's style.
  • Assisted in creating concise and actionable presentations, monthly newsletter and other communications that distilled his brilliant business models.
  • Identified that the sales leader personally valued execution over collaboration and interpersonal relationships. Shifted this focus to the interpersonal allowing him to “do” less, by gaining more support from others.
  • Gained understanding of multiple stakeholders' points of view and the ability to integrate this with business facts to move the organization forward.

Assess Results: How has your vision become reality?

  • CEO recognized that during the tenure of coaching this sales leader moved his business unit from 5 years of fade, to profitability.
  • CEO further recognized that "coaching contributed to the business unit exceeding goal by $30 million in revenue."
  • Business Unit President stated that, “Coaching helped improve customer satisfaction, and improvements in customer relationships set the business up for even bigger long-term gains."
  • Sr. Vice President of Human Resources stated that, "Coaching supported a marked improvement in the efficiency of the team including increased productivity and improved morale."
  • Increased effectiveness in communicating change initiatives led to superior execution of business plan.

"Merry has a wonderful way of making you reach to produce the best for yourself, your team and your business: my relationships are more satisfying; I’ve developed new interests; enjoy greater respect and have reached a new level of personal fulfillment."

Carmen Castillo - Assistant VP Research and Innovation, L'Oreal

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