Setting goals is something I obsess over and I admit it’s part of my DNA.
There have been more than a few times it has driven my wife crazy the way I will become so fixated on them.
Along with my confession about goals, I will say it’s driven by my belief that if it’s worth doing, it’s worth measuring. And if it can’t be measured, it’s not worth doing.
Now, here’s the challenge I have and I know I’m not alone. When setting goals, we go for those things we can measure, but worse than that, we go to those things we can measure easily.
The one thing we all must do before we even think about setting goals is to first focus on what is the big outcome we want to achieve. Goals are designed to help us achieve outcomes, not merely numbers we can measure.
As I look at what my goals are for next year, I’ve done one other thing. I’m not starting with the traditional spreadsheet I’ve used in years past. I’m starting this year with a blank piece of paper to allow me to focus on what the big outcome should be.
Focus first on the outcome you want and don’t worry about it not being something concrete you can measure easily. In fact, I will argue it shouldn’t be something you can measure easily. Big outcomes are not easily defined.
Getting the big outcome developed first is your objective. As you begin to think about what it’s going to take to achieve the big outcome, then you’ll start seeing smaller goals you can measure.
If I don’t have your mind thinking enough already, let me leave you with the question I used to start my process: “What is the level of distinction I can create which in turn will create sustainable value with those I work with?”
Have I got your mind racing? Go ahead and use the question I just asked to challenge what you need to do.
Copyright 2014, Mark Hunter “The Sales Hunter.” Sales Motivation Blog. Mark Hunter is the author of High-Profit Selling: Win the Sale Without Compromising on Price.
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