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Smaller Goals!

Don’t start the celebration yet – No! I am not asking your Boss to reduce the annual targets nor am I recommending bonuses for lower achievements! Sorry, guys. The job’s got to be done and here’s how.

Isn’t it said that your goals should be out of reach, but not out of sight? Yes, there is no excitement in attaining a goal without difficulty.

Often we fail not because the target is impossible, but because we are trying to do it all in one go. To achieve the target faster we keep pushing for that one Big Order ignoring the many smaller ones that exist within reach. We have to build a large number of prospects that will then provide a constant flow of business; and that pipeline of prospects has to be constantly primed.

Let the big one be a bonus – work on it without neglecting the smaller ones. And you may be ready to deal with the big one only after sweating the small stuff!

When India embarked on the Space Program it didn’t straightaway start working a Geo Stationary Satellite or a Lunar Probe.

Yes, as an Indian I am proud that ISRO now has the capability to launch Geo Stationary satellites and has even dropped an exploratory probe on the surface of our Moon. But its been an arduous journey – at times extremely painful. Repeated failures that were criticized and made the organisation the subject of many cruel jokes.

But the Engineers knew they were capable – each failure gave them insights that spurred further improvements.

They started with Sounding Rockets with no payload, moved onto rockets that went into low earth orbit, then polar satellite launch vehicles and now geostationary capabilities. We have moved on from rockets that lifted smaller payloads to rockets that are now capable of launching communication satellites into geosynchronous orbits.

Congrats to ISRO for their huge success. Next stop Planet Mars!!

My message is that it took ISRO 40 years to reach the Moon – a journey which was broken into various stages. It would have been stupid of them to contemplate reaching the moon in Year-1 of operation.

I know that you don’t have a 40 year window to achieve your target, but you have not been asked to reach the Moon.

Break your target into smaller chunks – allocate the target across market segments or prospect segments. The next step is to divide the allocated chunks across the performance period. You know buying cycles and seasonality for your market. By ready with course corrections!

Then buffer it in such a way that you plan to achieve earlier rather than later – plan to achieve your target by the end of November or plan for 110% by year-end. That way the misses along the way can be offset and you are celebrating on Dec 31st!

Is your Manager always expecting you to bring him the Moon –with a good rocket it may be possible; just make sure that there are enough stages in the rocket to get your there.

  1. January 6, 2012 at 2:09 pm

    A very realistic approachand well stated…… thanks for your blogs Jayadev. They are inspirational as well as motivational…..Paul

    • Jayadev
      January 6, 2012 at 2:48 pm

      Hi Paul, thank you for visiting my blog regularly – and for the appreciation. Look forward to hearing from you again.

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