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Mark is a sales manager of a housing company. As the company prepares to launch a large scale
state of the art residential apartment, plans have been made to carry out an ambitious 72 hours
sales initiative, where the sales agent of Mark's team will take turns and take positions at various
locations in the city which enjoys high traffic and aggressively promote the upcoming launch of the
apartment, with the goal to achieve sales of eighty percent of the units available.
On the day of the launch, however, Mark was no where to be seen. In the eight different locations
of city squares, train stations and shopping complexes, the sales agents were wondering where
their manager was, but were still enthusiastic in getting their jobs done and achieving their goals
anyway. At a point in time, the rain came, and resulted in many of the agents to get drench in the
process, but they still braved the storm and did their job anyway. By the late afternoon, many of
them were hungry but due to a lack of manpower, still swallowed their hunger and got their jobs
done anyway.
Finally, when the long and daunting 72 hours ended, the results of the sales project was
consolidated, only to discover that the team fell short of 13 units. Rather than being given the two
days of off that the team deserved, Mark summoned the team to his office for a big dressing down
for failing to hit the target. Never once did he commend them for their effort, for braving the
weather, for going without food. It turned out that Mark was, all these times, hiding within the
comforts of his office, enjoying its luxurious facilities and monitoring the progress at his own
leisure. Off course he wouldn't comprehend why the team missed the mark. Off course he wouldn't
realise the sacrifices that the team made just to get the results they did. Off course he wouldn't
appreciate the hard work put in.
All too often, we hear statements by employees that their bosses "have no clue as to what is going
on". While these sweeping statements may not always be reflective, we can understand why feel
as they do, as we contemplate on the case above.
Forgan, on the other hand, is a foreman in a construction firm. Forgan's team has been running
late on schedule for completing the piling for their shopping mall project. This has been due to a
series of unfortunate events, including a week of thunderstorm and a delay in the arrival of the
steel bars. The morale of his workers are at rock bottom, as they become increasingly worn out
from their long hours at work and bleak outlook for finishing the project on time.
Being always there with them, Forgan clearly understands their gloom and lack of motivation, yet
he knows the serious consequences of being late to complete the project to the team, including
the possible firing of at least half the members. However, rather than chiding the workers for their
low productivity, Forgan decided to join in the work himself as he multi-tasks with his role of
supervision, and does so at full force. Instantly, this allows the workers to come to the revelation

2. that their supervisor understands their problems, knows their difficulty, and yet is willing bring
himself to their level and fight alongside them. This creates an immense sense of inspiration and
respect, as well as awareness of the severity of the situation, and motivates the team to eventually
complete the task by the deadline.
Here, we see leadership by example in action. In terms of outcome, leadership by example
evidently produces a more efficient workforce. In the shoes of our team members, the leaders
determination may be the reason for them to put in the extra effort to see to mission success.
Lucas Lin is a renowned expert in the field of leadership and management. Having held leadership
positions ranging from management executive to operations manager, Lucas is in the prime
position to offer advice on leadership and consulting services to leaders across the hierarchy. His
years of experience in leadership render his advice highly sought after. Having served in
leadership positions in various organisations, including a country club, a school and the military
among others, Lucas developed an intimate knowledge of value-based leadership, which can be
applied to all vocations.
Visit Lucas Lin for Timeless Leadership Lessons at http://leadership-lessons.com
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