Building Your Sales Engine
Building Your Sales Engine
Podcast Description
A show where Mark McGraw, a top Sandler Sales Trainer and David H. Sandler award winner, interviews salespeople and sales managers to discover their successes and how they got to be the people they are today.
We break down the elements of selling success and share mindsets, habits and techniques that help salespeople and managers build a proven, reliable, transferable system for sales.
Podcast Insights
Content Themes
The show covers essential sales skills, team building, and personal growth through insights from experienced sales professionals. Topics include resilience in sales, overcoming adversity, practical sales techniques, and establishing a successful sales culture with episodes like Scaling Your Sales Team and Your Winning Prospecting Mindset highlighting actionable strategies.
A show where Mark McGraw, a top Sandler Sales Trainer and David H. Sandler award winner, interviews salespeople and sales managers to discover their successes and how they got to be the people they are today.
We break down the elements of selling success and share mindsets, habits and techniques that help salespeople and managers build a proven, reliable, transferable system for sales.
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 read real market signal
• Build the KPI funnel (activities → meetings → opps) before change hits
• Psychological safety: set permission, protection, potency so reps speak up
• “Bring data to your gut”: document with SCQA and metrics
• Managing up: write it down, include the risk register
• Be the stable leader: cadence, transparency, consistency
• Prioritization: signal vs. noise—what to park and how to track it
• Mental health: model PTO/boundaries so the team follows
• IC playbook: how sellers manage themselves (and their manager) through change
About Heather Martin
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.
🔗 Download exclusive sales resources at: buildingyoursalesengine.com/giveaway
Mentioned in This Episode:
Sandler: https://www.Sandler.comEpisode page: https://www.BuildingYourSalesEngine.com/37 Show links: https://linktr.ee/buildingyoursalesengine Heather on LinkedIn: https://www.linkedin.com/in/martinhl/
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