CASE STUDY: The Coaching Framework That Tripled Sales Performance for a Global Pharma Leader

When revenue targets rise but markets flatten, coaching either becomes your organization's greatest differentiator, or its weakest link.

Sound familiar? Your best managers produce quota-crushing teams. Your struggling ones can't explain why their reps miss targets. You invest in training, but six months later, behaviors haven't changed. The difference isn't talent. It's coaching. And until now, you couldn't measure which coaching actually moves the needle.

For one global healthcare leader, the stakes were clear: coaching couldn't just feel good. It had to prove results. And we're highlighting their incredible results in our new case study: Making Coaching Measurable: Leadership Gains in Pharma Sales.

The Challenge

This neurology manufacturer already had a strong sales culture and talented first-line leaders. But execution across regions was inconsistent. 

Some managers over-coached, others under-coached. Reports were long on activity and short on impact. Leadership knew there was a correlation between coaching and sales, but they couldn't measure it, replicate it, or scale it.

That's when they partnered with Echelon Performance to make coaching measurable.

Turning Coaching Into a Competitive System

Together, they redefined what coaching meant inside the organization:

• Aligned on best practices. Managers learned to coach to brand priorities, not personal preference.
• Built a single source of truth. A digital coaching platform streamlined documentation, feedback, and accountability.
• Upskilled every level. First- and second-line leaders participated in a blended learning journey designed to make coaching part of leadership DNA.
• Measured what mattered. For the first time, leadership could correlate skill development, coaching consistency, and quota attainment.
  
  

The Result?

Top performers emerged faster. Underperformers improved dramatically. And coaching stopped being a checkbox. It became a measurable growth engine.

What They Achieved

• 3X performance gains directly tied to consistent coaching, and one surprising metric that predicted success better than years of experience.
• Cultural adoption - leaders began speaking a shared language of development.
• Continuity across transitions, ensuring progress didn't reset with every leadership change.
• Clear ROI - proof that leadership development drives sales.

One senior leader summed it up:

“When you have the right kind of coaching happening, leadership happens organically across the team.”

Why You Should Read the Case Study

With the 2026 planning season approaching, discover the framework that could transform your next fiscal year. Learn how this global healthcare giant turned coaching into measurable business impact, achieved 3X gains in performance, and built a culture that now equates coaching with growth.

Read the case study: Making Coaching Measurable: Leadership Gains in Pharma Sales