/ Resources Transitioning From Player to Coach Guest: Jim Ryan What’s the difference between a sales manager and a coach? Managers focus on current state, but coaches focus on future state, helping people reach potential they didn’t realize they had. Jim Ryan, former Denver Broncos player and NFL assistant coach and current speaker, training facilitator, and sales coach at Integrity Solutions, joins the show to share how to shift your mindset from sales manager to coach. We discuss how to make the leap from individual contributor to sales leader, and how to excel once you’re there. Jim shares how to untie mental knots, build confidence, and set “little-picture” goals for big-picture success. Listen Now Amazon iHeartRadio GoodPods More Options Your Host Will Milano Chief Marketing Officer, Integrity Solutions In this Mental Selling episode, you’ll learn: How to overcome negative self-talk and build lasting confidence Why consistent preparation will make or break your success in sales How to shift from a managing mindset to a coaching mindset What to listen for: [01:30] The parallels between sports and sales [05:30] Adapting to the unexpected [07:00] The importance of preparation [10:30] Transitioning from salesperson to sales leader [16:00] Coaching versus managing your team [18:45] Overcoming negative self-talk [20:30] Building confidence with deliberate discomfort [25:30] Setting “little-picture” goals [28:00] Developing a customer-centric mindset [31:30] Creating a receptive coaching environment [36:00] Coaching your people to their potential Join us on this latest episode of Mental Selling to hear Jim and Will discuss what it takes to become the sales leader your team wants and needs in order to thrive. Check out the full episode! Related Resources Jim’s Integrity Solutions blogs Raise your Mental Selling acumen with us by following us on Apple Podcasts, Spotify, Google Podcasts SoundCloud, Amazon, iHeartRadio, Stitcher or wherever you get your podcasts. Please rate our show or leave a comment— we value YOUR feedback! FeedSpot has also included us as one of the top 30 best sales podcasts to follow. Share This Post: Related Episodes Honoring Women in Sales Month with Donna Horrigan and Patty Gaddis Guests: Donna Horrigan and Patty Gaddis In this Mental Selling episode, you’ll learn: Jump into the conversation: Additional Resources From This Episode: Raise your Mental Selling… EP. 121 October 30, 2025 27:20 The Power of Presence in Sales Leadership with Brad Farris Guest: Brad Farris In this Mental Selling episode, you’ll learn: Jump into the conversation: Additional Resources From This Episode: Raise your Mental Selling… EP. 120 October 16, 2025 29:49 Building Global Sales Teams with Gearoid Cox Guest: Gearoid Cox In this Mental Selling episode, you’ll learn: Jump into the conversation: Additional Resources From This Episode: Raise your Mental Selling… EP. 119 October 2, 2025 32:56 Intentional Sales Strategies with Jacob Hicks Guest: Jacob Hicks In this Mental Selling episode, you’ll learn: Jump into the conversation: Additional Resources From This Episode: Raise your Mental Selling… EP. 118 September 18, 2025 24:08