/ 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 Niche Down for Stronger Go to Market Focus with Cate Hollowitsch Guest: Cate Hollowitsch In this Mental Selling episode, you’ll learn: Jump into the conversation: Additional Resources From This Episode: Raise your Mental Selling… EP. 127 January 30, 2026 32:11 Getting Buyers to Buy When They’ve Already Made Up Their Minds Guest: Em Holldorf In this Mental Selling episode, you’ll learn: Jump into the conversation: Additional Resources From This Episode: Raise your Mental Selling… EP. 126 January 16, 2026 28:14 A Year of Lessons with Mental Selling in 2025 Host: Hayley Parr In this Mental Selling episode, you’ll learn: Jump into the conversation: Additional Resources From This Episode: Raise your Mental Selling… EP. 125 December 31, 2025 18:40 Elevating Sales Outcomes through Rev Ops Excellence with Jess Rose Guest: Jess Rose In this Mental Selling episode, you’ll learn: Jump into the conversation: Additional Resources From This Episode: Raise your Mental Selling… EP. 124 December 18, 2025 26:29