People typically want to run for the hills when their managers announce new stretch targets.
They think of all the stretch targets in the past that fell flat, and of the frustration and angst of aiming for heights so far beyond what they can believe is possible to achieve. Out comes the cynicism about doing more with less, and busting their gut to make the boss look good.
But aren't stretch targets supposed to inspire people to outperform themselves, to strive for excellence?
It's easy to pluck a sassy stretch target out of thin air, and it has to be, because the idea is that it isn't based on what we know we can achieve. But it's much harder to get people to pluck up the courage to strive for a stretch target.
So what can you do to make your stretch targets easier to swallow?
Have a damn good reason. Make sure it's not just for fun, that you need to step up performance in a big way or the consequences will be dire. Some call this a burning platform. It might be that you'll lose major customers, or that you'll fall victim to the diving economy.
Have a story to give the number meaning. Paint the picture - through words, actions and images - of what reaching that stretch target will mean. What will the world be like then? What's the care-factor for staff in stretching performance that far? How will it be worth the effort of pursuing it?
Make the space for serious innovation to achieve the target. It won't be achieved with what people already know and can do. It has to be a leap outside their comfort zone. So how can you convince them they'll have the time and space to find the new ways to radically shift performance?
The softer side of stretch targets is about helping people believe they can find a way, and to want nothing less that to give it their best.
Stacey Barr is the Performance Measure Specialist, helping people to measure their business strategy, goals and objectives so they actually achieve them. Sign up for Stacey's free ezine at www.staceybarr.com to receive your complimentary copy of her e-book "202 Tips for Performance Measurement", and get more control over the destiny of your business.
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