When you set goals for your team, they need to be both challenging and attainable. If they're too easy, your employees won't be inspired, and if too daunting, they'll become discouraged. People want the sense of accomplishment that comes from working hard to reach something, but you need to strike the right balance. Single-number goals (e.g., how many contracts a sales team must sign, or how many stars a customer must give) are often either too easy or out of reach. To truly motivate your team, shift from single-number goals to high-low goals. These are goals that, rather than targeting a single number, have a high-low range that averages the same. For example, instead of asking people to open 20 new client accounts, give your team a range for success – ask them to open 18 to 22 new accounts this quarter. Evidence shows that these goals can lead to greater success.
Adapted from “
When You Give Your Team a Goal, Make It a Range” by Steve Martin.
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