How to Prospect and Lead at the Same Time (Ask Jeb)

What It Covers

Jeb Blount advises Zach Mofield, a solar sales rep navigating a post-merger player-coach role, on how to protect prospecting time while taking on director-level responsibilities without additional compensation.

Key Questions Answered

• •Compensation Alignment: When asked to perform director-level work on an individual contributor pay plan, immediately begin regular, non-confrontational conversations with leadership to restructure compensation. Silence signals acceptance — keep the topic on the table until it is formally resolved.
• •Sacred Prospecting Blocks: Block prospecting hours on your calendar with a clear label and refuse meetings scheduled during that window. Communicate directly to leadership that individual sales revenue funds the division itself, making those hours non-negotiable regardless of planning demands.
• •Role Separation Mindset: Treat the two roles as distinct identities operating on separate schedules. Mentally switching between strategic planning and active selling is a cognitive drain — assigning fixed time windows to each prevents the bleed-over that degrades performance in both areas.
• •Negotiate a Clear Exit Path: While performing dual roles, consistently push leadership for a documented transition plan that defines the headcount threshold at which individual sales responsibilities transfer fully to a leadership role, preventing indefinite role drift.