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Q: What should we do if we aren't hitting our annual targets?
A: While it can be disheartening and frustrating to find that you're not hitting your annual targets as you had expected to, we discuss some practical strategies to help you overcome the hurdles preventing you from reaching your goals. Here are a few great takeaways from this session:
1. Keep the targets, but adapt the strategy.
“When your kicker keeps missing the goal, do you move the goal post?” Of course, not! Keep the annual targets unchanged, even if it becomes apparent that they won't be met. Instead, confront the reality of the situation and identify areas where adjustments can be made. This might involve revising mid-year plans or recalibrating activities to improve performance.
2. Try to win the quarter if you can’t win the game.
sometimes it’s better to focus on “winning the next quarter” and strive for progress rather than on the whole game. Reframing targets within shorter time horizons, such as quarterly goals, can help maintain motivation and focus.
3. Look at this as a learning opportunity rather than a loss.
Look at the bigger picture, i.e. environmental factors. Reflect on your hypothesis and understand where you oversimplified or overlooked critical factors in your operating environment or market. This introspection helps leaders refine their target-setting approach and make better-informed decisions in the future.
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