The Pursuing Performance Blog: Neil Rackham’s 10 Life Lessons

Wednesday, May 20, 2009

Neil Rackham’s 10 Life Lessons

The September 28th, 2006 issue of Success Magazine had a quick, one-page article listing the ten lessons learned by Neil Rackham, author of the best seller, Spin Selling.

Each was explained in more detail, but here are the 10 Lessons.

Generate Trust
Don’t Talk To Much
Ask Questions
Reasons Don’t Always Persuade
Be Persistent
Help People Answer Their Own Questions
Focus on the Person, Not the Product
Prepare
Keep Learning
Be Creative

Which of these fit your professional context?

Neil is known for Sales consulting. He was originally a researcher focused on Performance Improvement and Learning and one big effort took him off to the world of sales.

I've known Neil Rackham since 1981 - when I met him at MTEC - Motorola's Training & Education Center - the forerunner of Motorola University.

As the Brits often say: Brilliant!

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My 30 years in the training/learning biz have focused less on the ever evolving technology that certainly critically impacts analysis, design, development, deployment/access and maintenance - but has been focused more on two other areas:

1- analysis of the organization and its processes to derive the "Learning Requirements" from the "Performance requirements" - some of which are unique and some of which could be shared, and...

2- design of the configuration of instructional and informational content, to increase sharing as is or after modification for performance improvement and administration costs reduction.

And I continue to learn/explore the use of the ever evolving technology of Web 2.0 and beyond as it applies to those 2 areas of ISD/ID/Learning/Knowledge Management...but seeing "Technology for Learning for Performance" always with an eye on total ROI, RONA, EVA, etc. - understanding exactly what the requirements are of the various stakeholders - beyond just the learner/Performer.

Not for the sake of Technology. Not for the sake of Learning. Not even for the sake of Performance Improvement.

But definetly "for the sake" of meeting/exceeding the "balance of stakeholder requirements" including ROI - the balanced requirements of your stakeholders representing:

- Government, Owners/Shareholders, Executive Management, Middle Management, Customers, Employees, Suppliers, Communities, and a few or many others - as situationally unique to your situation.

5 Online PACT Resources

EPPIC Web Site for almost 100 free resources, 10+ years of quarterly newsletters, articles and presentations and tools.

Pursuing Performance Blog for Guy's current writings/postings on ISD and HPT topics.

The PACT Wiki which is where Guy presents all of his versions of PACTools and Templates of processes, models, tools, text, articles, presentations, communications, wall posters, handouts, etc., for public, non-commercial use. As a starter-set.

PACT Wiki 2 is where PACT Practitioners can obtain and share their adoptions and adaptations of the PACT Processes' processes, models, tools, text, articles, presentations, communications, wall posters, handouts, etc.

PACT Practitioner Guild - Social Network is a "gathering spot" for PACT Practitioners to inter-communicate and point to resources, including their versions on The PACT Wiki 2, that they have found usefull and/or non-useful for their context. It also includes 6 "Groups" that the author of PACT, Guy W. Wallace, will follow and provide A's for Q's - Answers for Questions posed by Group Members - all organized by the 5 Key Roles plus the 6th Role of PACT Program Manager (PGM).