Coach the Rep, Don’t Carry the Deal
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Coach the Rep, Don’t Carry the Deal
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Sales managers want to help their teams win. But when helping turns into doing the work for the rep, managers can become bottlenecks and sellers miss the opportunity to develop the skills and confidence they need to succeed independently.
In this episode of The Selling Edge, Dan Prudhomme sits down with Jeff Kuerzi, Regional Digital Sales Manager at Cumulus Media, to discuss how leaders can support sellers without carrying every deal.
Jeff shares his “two-brain approach” to sales development, why preparation should come before asking a manager for help, and how leaders can determine when to step in and when to step back. They also discuss balancing short-term opportunities with durable revenue, connecting integrated strategies to real client needs, and preparing sellers to have stronger conversations with prospects.
For sales managers looking to build more capable, confident teams, this episode offers a practical framework for coaching better conversations, protecting valuable time, and helping sellers take greater ownership of their opportunities.