When we set goals, we're all looking for outcomes, results, money in the bank. Before that happens, however, we have to take the necessary steps to get everything in place. This is where “Performance Goals” come in to the picture. Some say that if our goals are based on outcome and outcome only, our motivation may be high at first, but as we achieve the initial goal, the benefits of further achievement at the same level are reduced and motivation will decrease.

Isn't this hard to believe when it comes to making money? Sometimes we don’t have complete control of how much money we make on a given day, week, month or year. If we set goals that we have control of, our mindset and motivation are not going to be in the hands of others. There’s nothing worse than failing to achieve a personal goal for reasons beyond your control such as bad business environments, poor judging, bad weather, injury, or just plain bad luck. Goals based on outcomes are extremely vulnerable to failure because of things beyond our control.

For example, you might achieve a personal best time in a race, but still be disqualified as a result of a poor judging decision. If you set an outcome goal of being in the top three, then this will be a defeat. If you set a performance goal of achieving a particular time, then you will have achieved the goal and can draw satisfaction and self-confidence from achievement.

Another example of an outcome goal is to make a certain amount of money today or by the end of the week. In my Moller Mission Statement, I set specific “outcome goals”. But, in front of those outcome goals were well defined, written out action steps (or “performance goals”) that I held myself to in order to achieve the final result. If I want to make a certain amount of money, I’d better set specific goals I have control of. Here are some questions you can ask yourself as you set “performance goals” for your business:


Do I have a “Plan of Attack” on what I’m going to do each day to increase the chances of making more sales?
How many people do I plan to contact every day?
What book am I going to read to get ideas for help with my sales?
How many current clients will I talk to about their purchases and attempt to get repeat business with?