Years ago, when I was still in college, I was a summer intern for a non-profit organization. I had competed against scores of candidates and won a spot on a prestigious sales team. It paid $65.00 a week. I was thrilled at the opportunity and eager to get started.
The job was in another city, so the first day was spent in traveling and getting settled. The second day was our first official day on the job. It began with a full-day training session.
We were going to be cold-calling prospective customers, so we began with a thorough exploration of the product. (I am intentionally being vague, so as not to implicate a national brand that is virtually a house-hold word.)
Next, we went through a sample presentation. We learned the main points of the message and even discussed specific phrases to use and to avoid. We then considered every possible objection. The instructor taught us how to respond and even drilled us, so it became second nature. As the day wore on, our confidence increased.
The next day was to be the big day. The instructor was sending us out to engage with real-live prospects. We were a little nervous but excited to actually be doing what we had been hired to do. As we were leaving the training site, I innocently said to the instructor, “I can’t wait to get started. I look forward to seeing you tomorrow.”
The instructor replied, “Ah … I won’t be there tomorrow.”
“What do you mean?” I said, puzzled by his statement.
“Well, I won’t be with you tomorrow,” he admitted. “I have never actually been in the field.”
“Wait a second,” I stammered. “You have never actually made a presentation like the one you taught us today?”
“Ah … no, I haven't” he said, staring at the ground.
My heart sank. I thought, You have to be kidding. You have just spent an entire day teaching us something that you have never actually done yourself? This is all theory? I was blown away—and disillusioned. I felt abandoned.
Compare my sales trainer’s approach to Lt. Col. Hal Moore’s speech to his troops before they departed for Vietnam. This was famously depicted by Mel Gibson in the 2002 movie, We Were Soldiers.
We are going into battle against a tough and determined enemy. I can’t promise you that I will bring you all home alive. But this I swear, before you and before Almighty God: that when we go into battle, I will be the first to set foot on the field, and I’ll be the last to step off. And I will leave no one behind. Dead or alive, we will all come home together, so help me God.”
Real leaders go first. They never ask others to do what they have not done or are unwilling to do themselves. They lead by example. Like the Apostle Paul, they are willing to say, “Follow me, as I follow Christ” (1 Corinthians 11:1).
Like Lt. Col. Moore, they are the first on the field and the last off.
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