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How to Manage Change with Heather Martin
How to lead sales teams through change with KPI discipline, psychological safety, clear cadence, and a risk register so signal beats noise.
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.
In this episode:
• Sales and pipeline are lagging indicators—how to…
The skinny
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