Sales Gravy: Jeb Blount How to Prospect and Lead at the Same Time (Ask Jeb)
Mar 31, 2026
Zach Mofield, a residential solar rep from Greater Fort Wayne navigating an M&A, raises the challenge of selling while leading. The conversation covers the player-coach dilemma. It explores protecting prospecting time, having professional compensation conversations, setting internal boundaries, and defining a measurable handoff from seller to director.
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Zach's Solar Merger Challenge
- Anecdote: Zach is running a new solar division during an M&A while being asked to do director-level planning.
- He currently has no direct reports, gets paid as an individual contributor, and is pulled into meetings and planning work.
The Player Coach Identity Split
- Insight: The player-coach role creates a split identity that pulls you between income and team needs.
- Jeb explains this schizophrenic pull makes it hard to be excellent at either leadership or selling simultaneously.
Protect Your Selling Time
- Do protect your selling time by putting it on your calendar and defending it from meetings.
- Jeb tells Zach to label prospecting hours as sacred, skip meetings during those blocks, and require comp changes to attend them.