Targets are an integral part of business life especially in the field of sales. Personally, even though I am a sole trader, I still set myself targets to achieve. Targets, unlike goals, are for the most part non-negotiable, they are a part of the job and are usually set from above. Goals, on the other hand, are negotiable because goals are purely personal. 

For a long time now I have used the phrase “It’s what you do AFTER you have done what everyone else does that makes the difference.” With this in mind reaching a target set by someone else is expected. Exceeding that target though is completely down to the individual depending on whether their motivation is moving away from not achieving it and so incurring the appropriate chastisement or moving towards exceeding it and reaping the appropriate rewards for doing so.

Once targets have been set, depending on the attitudes and motivation of each individual, your people will probably fall into one of three categories those being Quitter, Camper or Climber. Let me explain each.

Quitters: These guys will look at their targets and immediately decide that they are not achievable. They will also be able to supply you with plenty of reasons as to why they are not achievable in the form of a reason, an excuse or balderdash.

Campers: Campers are predominantly away from motivated people and although they are more than likely to know what they don’t want (in this case to come bottom or to get into trouble for not hitting target) they aren’t altogether certain what they do want. Because of this they will do just enough to stay out of danger and then set up camp and relax. Being ‘away from motivated person’ they have an “at least I…” mentality which will drive them far enough so that they are not at the bottom but then they will be able to say “at least I did my targets” or “at least I achieved more than that quitter over there.” Kids are great “at least I…” users when they are prepared to grass up their mates in order to claim that they are not the worst.

Climbers: These are the guys who will go above and beyond expectations mainly because not only do they know what they don’t want they are also acutely aware of what they do want. In the case of the sales guys a fat bonus cheque and bragging rights for being top dog for the next year might be their driver. These guys know that anyone can hit a target but they don’t want to simply hit it they want to smash it out of sight. “At least I…” will never even enter their heads because these guys are focused on climbing to the top.

When it comes to your team both campers and climbers are great people because they will all “at least” achieve their targets. The quitters though… well you will have to deal with these guys yourself.  

Clive Gott was an inspirational humourist, professional speaker and adventurer. He died suddenly on 19 February 2011.  Visit www.clivegott.com