Day 37 of The 100 Day Project: From Rep to Manager – Lead Before You’re Promoted

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Learn how to transition from sales rep to manager by leading before the title. Actionable steps from From Rep to Manager by Leese & Walker.

If you're a sales rep with leadership aspirations, From Rep to Manager by Scott Leese and Ryan Walker offers a direct, no-nonsense guide to navigating that transition with intention and clarity. The book is brief but powerful, delivering this core message: leadership begins long before you get the title.

Many people wait for permission to lead. But in reality, the path to management starts the moment you decide to take ownership of your growth. Here’s how to apply the book’s practical wisdom to your own leadership journey, whether you're in sales or a different professional track.

Start Acting Like a Leader Now

To move into a leadership role, start doing the job before you have it. This includes:

  • Owning your results and managing your daily activities with discipline.

  • Identifying problems and offering solutions without being asked.

  • Supporting your team by sharing what works and mentoring others.

  • Modeling integrity—doing what’s right, even when no one is watching.

Consistency in these behaviors shows that you’re serious about stepping up. And shows others they can count on you.

Have the Career Conversation

Waiting quietly for a promotion rarely works. Instead:

  • Ask your manager what skills or experience would make you a strong candidate.

  • Inquire about potential timelines and how to stay top-of-mind when opportunities arise.

  • Clarify whether they'd be willing to endorse you for a future role.

These conversations create alignment and give you a roadmap for growth.

Prepare a 30-60-90 Day Plan

When an opportunity arises preparation matters. A 30-60-90 day plan demonstrates that you’ve thought about what success looks like as a manager. Include:

  • Top priorities for your first three months

  • Clear, measurable goals

  • A brief management philosophy

  • Cultural and leadership values you plan to model

This positions you as proactive, strategic, and ready to lead.

Focus on Leadership Behavior

Management is more than hitting numbers. It's about leading people. That means:

  • Showing up engaged and present in meetings

  • Asking insightful questions to stay informed

  • Building trust through transparency and radical candor

  • Helping teammates grow and succeed

  • Setting expectations and fostering buy-in

The best managers uplift their teams by example.

Use Data to Coach, Not Just Track

Strong leaders don’t just monitor outcomes. They understand what drives them.

  • Use Key Performance Indicators (KPIs) to identify performance gaps.

  • Review inputs (calls, emails, outreach) when output is off to pinpoint behavior changes.

Being data-literate makes you a stronger coach and strategist.

Final Thoughts

From Rep to Manager is a reminder that leadership is a mindset, not just a title. If you want to lead, start acting like a leader today. Whether you're in sales or another role, the core principles apply: take ownership, serve others, and lead with intention.

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Categories: : Career growth, Leadership development, Sales management

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