How to Manage Change with Heather Martin
Building Your Sales Engine
<p>How to lead sales teams through change with KPI discipline, psychological safety, clear cadence, and a risk register so signal beats noise.</p>
<p>Change doesn't break sales—silence and guesswork do. In this episode, Mark McGraw and guest Heather Martin lay out a practical playbook for leading teams through change: build a KPI foundation before you pivot, create psychological safety so truth flows up, communicate like a sales cycle (even when the update is "I don't know yet"), and use a risk register to prioritize signal over noise.</p>
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<p>In this episode:</p>
<p>• Sales and pipeline are lagging indicators—how to read real market signal</p>
<p>• Build the KPI funnel (activities → meetings → opps) before change hits</p>
<p>• Psychological safety: set permission, protection, potency so reps speak up</p>
<p>• "Bring data to your gut": document with SCQA and metrics</p>
<p>• Managing up: write it down, include the risk register</p>
<p>• Be the stable leader: cadence, transparency, consistency</p>
<p>• Prioritization: signal vs. noise—what to park and how to track it</p>
<p>• Mental health: model PTO/boundaries so the team follows</p>
<p>• IC playbook: how sellers manage themselves (and their manager) through change</p>
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<p>About Heather Martin</p>
<p>Heather Martin is Vice President at Crisp, where she leads CPG sales and go-to-market. With 15+ years in automation, data management & analytics, and category/shopper insights, she builds KPI-driven, psychologically safe teams and guides organizations through high-change periods with clear communication, documentation, and disciplined execution.</p>
<p>🔗 Download exclusive sales resources at: <a href="http://buildingyoursalesengine.com/giveaway" rel="nofollow">buildingyoursalesengine.com/giveaway</a></p>
<p>Mentioned in This Episode:</p>
<p><strong>Sandler: <a href="https://www.sandler.com" rel="nofollow">https://www.Sandler.com<br></a>Episode page: <a href="https://www.buildingyoursalesengine.com/37" rel="nofollow">https://www.BuildingYourSalesEngine.com/37<br> </a>Show links: <a href="https://linktr.ee/buildingyoursalesengine" rel="nofollow">https://linktr.ee/buildingyoursalesengine<br> </a>Heather on LinkedIn: <a href="https://www.linkedin.com/in/martinhl/" rel="nofollow">https://www.linkedin.com/in/martinhl/<br> </a></strong></p>