Steps to Management Success – Step 36: Create Goals Worth Reaching

Written By Rick Frishman Published March 31st, 2010


Create Goals Worth Reaching

Most businesspeople know that they need targets to reach for. Monthly, quarterly, and yearly sales or production quotas, both individually and organizationally, are common, but sometimes these goals don’t take into account the changing nature of the market or the possibility of entering previously untapped markets.

WHAT IT MEANS: Aiming for marginal increments of what your company has always done (a 10% increase in sales) is a good start, but why not set the bar even higher? By factoring in new products, new markets, and even new ways of doing business, you can establish goals that are more bold, more out of the box—and perhaps more likely to propel your business to a whole new level. To a certain extent, organizations need to continually reinvent themselves—and goals (which have been termed “dreams with deadlines”) can help motivate them to achieve this.

ACTION PLAN: Regularly review the metrics that you and your company use to gauge performance. Are they accurately reflecting the things your company needs to do? If not, consider new measuring tools and techniques. More often than not, what gets measured gets done.

EVEN BETTER: Identify three or four brand-new goals that would help your company explore new products, services, markets, and/or processes. This will undoubtedly be more challenging than factoring in a 15 percent or 20 percent increase to last year’s sales—but it will also almost certainly be more worthwhile.

(Excerpted from: 10 Clowns Don’t Make a Circus. . . and 249 Other Critical Management Success Strategies by Steven Schragis and Rick Frishman)

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