In this short segment of the Revenue Builders Podcast, John McMahon and John Kaplan are joined by Tom Heiser to explore the true meaning of empowerment, accountability, and intent in leadership. From the dangers of “pocket vetoes” to the military-inspired concept of Commander's Intent, this discussion unpacks how transformational leaders create environments where teams thrive. Listeners will gain practical insights on fostering trust, enabling decision-making, and avoiding the traps of transactional leadership.

KEY TAKEAWAYS

[00:00:58] The illusion of empowerment — why saying “you’re empowered” while secretly holding the answer is demotivating.
[00:01:39] Transactional vs. transformational leadership — the difference between “just selling” and growing through responsibility.
[00:02:23] The power of accountability — great leaders inspect what they assign, signaling its importance.
[00:03:25] Commander's Intent in business — lessons from the military on giving clear direction while allowing creativity.
[00:04:56] Different team dynamics — recognizing who thrives with intent versus who needs step-by-step guidance.
[00:06:00] The paralysis of over-measurement — how too many metrics can crush motivation and productivity.

QUOTES

[00:00:58] “There are very few things less motivating than being told you’re empowered, but realizing the leader already had the answer.”
[00:01:39] “You’re either in a transactional environment or a transformational one. Transformational management forces you to grow.”
[00:02:23] “Great leadership inspects what it expects. That accountability keeps people honest and shows them the work matters.”
[00:03:25] “Commander's Intent gives people the ability to operate freely within boundaries and often deliver more powerful outcomes.”
[00:06:04] “Leaders who measure by eight different ways paralyze their people—they can’t even get out of bed in the morning.”

Listen to the full conversation through the link below.
https://revenue-builders.simplecast.com/episodes/empowering-leadership-persistence-adaptability-and-self-awareness-with-tom-heiser

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Check out John McMahon’s book here:
Amazon Link: https://a.co/d/1K7DDC4

Check out Force Management’s Ascender platform here: 
https://my.ascender.co/Ascender/

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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