Today’s Question of the Day hits a big one in the trades: “Should I be a player/coach — the sales manager who still runs calls?”
Spoiler alert: it sounds heroic… but it usually wrecks your team.
In this episode, we dig into why splitting your time between leading and selling almost always backfires. I break down how it divides your focus, stalls your team’s growth, creates dependency, hides real performance problems, and eventually burns you out.
If you’ve ever felt torn between being in the field and building your people, this is your wake-up call. Your business doesn’t need a superhero — it needs a leader with a clear role, a steady process, and a team that can win without you jumping in.
Listen in, laugh a little, and walk away with clarity on the real job of a sales leader: develop your people, build the system, and get out of the field.
Have a Question? - Submit your questions to chrish@nexstarnetwork.com
