In this short segment of the Revenue Builders Podcast, we revisit the discussion with Susan Lucia Annunzio, author and CEO of the Center for High Performance. Backed by the world’s first global quantitative study on accelerated growth, Lucia reveals the single biggest differentiator of companies that grow profitably over the long term: how they treat their people.

She introduces the concept of Return on Brainpower—the idea that organizations unlock disproportionate performance when they allow their smart people to think, challenge assumptions, and interpret intent rather than simply follow orders. Through research insights and real-world leadership examples, the conversation explores how leaders can shift from transactional management to transformational development, empowering people to deliver results beyond expectations.

KEY TAKEAWAYS

[00:00:52] The real driver of long-term profitable growth is how companies treat their people.
[00:01:13] Even the best strategy fails when employees aren’t empowered to think for themselves.
[00:02:35] “Return on Brainpower” is a leadership metric that fuels performance and innovation.
[00:03:00] Micromanagement prevents people from using their full cognitive capacity.
[00:04:40] The #1 global growth differentiator: treating smart people like they’re smart.
[00:05:33] Commander's Intent enables employees to interpret purpose, not just follow steps.
[00:07:30] Leaders must adapt to inner-directed vs. outer-directed personality wiring.
[00:08:23] Psychological safety determines whether people speak up or stay silent.

QUOTES

[00:00:52] “How companies make money that lasts comes down to how human beings at your corporation are treated.”
[00:01:13] “A great strategy without allowing people to use their brains will never maximize its potential.”
[00:02:35] “The secret to success is return on brainpower.”
[00:03:00] “Companies leave money on the table because they don’t allow people to challenge assumptions.”
[00:04:40] “My boss tells me what to do, not how to do it.”
[00:04:14] “The best leaders develop people so well that they don’t need them anymore.”
[00:08:23] “Show your thinking—not ask the boss for theirs.”

Listen to the full conversation through the link below.
https://revenue-builders.simplecast.com/episodes/leadership-generational-insights-and-the-power-of-people-with-susan-lucia-annunzio

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Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results. 

This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale. 
 

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