“It’s about people, the rest is technology.”
Communications company Ericsson, quoted in The Next
Common SenseT
he process of coding talent is known as modeling.
When you step into someone else's shoes and
reproduce what they do and the results they achieve,
you are modeling. Modeling involves reproducing the same
sequence of thinking, language, and behavior patterns as your
subject. To do this, you may also need to take on (albeit
temporarily) their identity and beliefs. In effect, to use a
computer metaphor, you are eliciting the program code
needed to demonstrate the talent and you are running the
program as and when you want it.
The purpose of modeling talent in business is to reproduce
excellence. If you want to reproduce the success of an
outstanding salesperson, manager, or presenter, modeling
enables you to do this. Equally, if you want to reproduce the
way a successful, enterprising company or individual presents
themselves through a remote medium such as the World Wide
Web or email, you can do this too. If you want to discover how
some people are able to thrive in the context of a network
economy, you can learn how they do this so that you can do it
for yourself.
These top performers will run mental and physical
programs of which they are unaware and which will almost
certainly not be in any book on standard selling techniques,
management models, or presentation skills. The programsReproducing excellence