Motherhood Moment: Money Makers - Middle Market Mishap: Why Executive Leadership Coaching is Broken and How to Fix It

Executive Coaching Conundrum: Key problems plaguing traditional leadership coaching approaches ... and undermining client results

By Drew Yancey, PhD

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Middle market businesses face unique leadership challenges, positioned between the agility of startups and the resources of large corporations. Traditional executive coaching often fails to address these specific needs, leading to misaligned development efforts and unrealized potential. Unfortunately, there are a litany of fundamental flaws in current executive coaching approaches going unchecked. Unsurprisingly, despite significant investment, only 11% of business leaders believe their current leadership development approaches are highly effective.

The Current State of Executive Coaching
Executive coaching delivers a staggering 788% ROI, according to a study by Metrix Global, offering wide-ranging benefits across individual, organizational, and customer levels. For individuals, it drives higher performance, career progression, satisfaction, and increased pay. At the company level, coaching enhances financial performance, productivity, employee engagement, and retention. For customers, it boosts retention and revenue.

Reflecting this value, the global executive coaching market, valued at $15.4 billion in 2021, is projected to grow to $26.7 billion by 2030. With 77% of organizations identifying leadership development as their top talent focus, the demand for effective, results-driven coaching has never been greater.

5 Key Problems with Traditional Executive Coaching Approaches

1. Disconnected from Business Strategy
Executive coaching frequently falls short by operating in isolation from organizational goals, with 70% of organizations reporting misalignment between leadership development and business objectives. This gap is further highlighted by findings that only 33% of organizations align leadership development plans with strategic growth objectives. Additionally, the limited connection between leadership improvement and measurable business outcomes remains a critical issue, as 45% of executive coaching engagements fail to demonstrate clear business impact (ICF Global Coaching Study). These shortcomings reveal a pressing need for coaching strategies that integrate seamlessly with organizational priorities to drive tangible results.

2. One-Size-Fits-All Methodologies
Generic leadership development approaches often fail to address the unique challenges faced by organizations at different growth stages. Research by Bersin reveals that companies leveraging customized leadership development are 3.2x more likely to achieve high leadership quality. For middle-market companies, the issue is particularly acute, with 82% reporting that standard leadership programs do not meet their specific needs. These findings underscore the importance of tailored coaching solutions that align with an organization’s growth stage and unique priorities.

3. Focus on Individual Over Organization
Leadership development often neglects the critical role of team dynamics and organizational culture, with of companies failing to adopt a systemic approach. This overemphasis on personal development, divorced from organizational context, limits impact. In contrast, organizations that integrate individual and organizational development achieve 25% higher leadership effectiveness, highlighting the value of aligning leadership growth with broader organizational goals.

4. Lack of Measurable Outcomes
Leadership development programs often struggle with unclear ROI and performance metrics, with only 8% of organizations measuring their business impact. Furthermore, many companies rate their methods for evaluating coaching effectiveness as ineffective, relying on subjective assessments rather than data-driven insights. These gaps highlight the need for more robust measurement frameworks to ensure leadership initiatives deliver tangible business outcomes.

5. Reactive Instead of Proactive

Coaching is often deployed reactively as a solution to immediate problems rather than as part of a strategic development plan, leading to crisis-driven engagements rather than fostering systematic growth. This short-term focus prevents organizations from building long-term leadership capabilities, hindering sustained development and long-term success.

The Middle Market Leadership Challenge: Unique Complexities

Middle-market companies face unique challenges that hinder their ability to effectively invest in leadership development. With 40% less investment in leadership development compared to large enterprises, these companies struggle with resource constraints, often juggling competing priorities that leave many middle-market leaders reporting insufficient time for development activities.

Additionally, rapid scaling pressures, as these companies grow 3-5x faster than the broader economy, expose significant leadership gaps. Less than 30% of middle-market companies of formal leadership succession plans in place, underscoring the need for targeted, strategic solutions.

Emerging Evidence-Based Executive Coaching Approaches: the P2E: Framework

Traditional executive coaching models often fail to bridge the gap between development and execution. Our P2E (Planning to Execution) framework addresses this by creating a structured, purpose-driven approach that aligns coaching with organizational strategy while ensuring measurable outcomes

The Strategic Alignment Imperative
Organizations that strategically align their leadership development efforts grow their revenue 58% faster and profits 72% faster than unaligned companies. Furthermore, companies that integrate coaching with their business strategy experience 60% stronger leadership bench strength, highlighting the significant impact that alignment between leadership development and organizational goals can have on overall performance and long-term success.

Data-Driven Development
Organizations that incorporate analytics and data-driven approaches into their leadership development programs have been shown to experience a range of benefits: informed decision-making based on empirical evidence rather than intuition; future-proofing leadership by anticipating and addressing upcoming challenges; and continuous improvement through real-time feedback on leadership initiatives.

Unlike traditional coaching approaches, the P2E framework directly connects personal development to business impact, ensuring constant alignment between individual growth and organizational needs. It creates accountability through regular progress reviews and ensures that development translates into actionable results, measuring success through tangible outcomes. By transforming executive coaching into a strategic driver of business success, P2E enables middle-market companies to achieve the measurable results they need to thrive, turning coaching from a nice-to-have activity into a critical business asset.

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Drew Yancey, PhD is Founder & CEO at Teleios Strategy, a premier strategic planning, leadership development, executive coaching and succession planning advisory firm. With a proven track record in high-performance team building and strategic execution for over 15 years, Yancey solves challenging problems at the nexus of growth, strategy, and innovation. Yancey is also the co-author of “Leading Performance… Because It Can’t Be Managed: How to Lead the Modern Workforce,” and a frequent keynote speaker. Reach him at www.teleiostrategy.com.

Sources:

1: What’s missing in leadership development? | McKinsey DY-1