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Say you’ve averaged landing 40 new customers a month over the past year. You really want to ramp things up, so you set a goal of landing 100 new customers next month.
Most importantly — because a goal without an action plan is just a dream — you do a number of things differently to achieve it. You make more cold calls. You rework your sales pipeline. You implement new pricing strategies. You leverage referrals. You work your butt off to achieve your goal.
Unfortunately, you fall a little short. You only land 94 new customers.
How do you feel? Science says you’re bound to be disappointed, even though 94 new customers is way more than 40. A study published in Psychological Science found that people dismiss relative gains even when those gains are considerable. Psychologists call that the “negative-lumping”effect, the tendency to dismiss achievement — no matter how great the improvement — even when you fall short of a seemingly impossible goal.
Say profits are small and you want to cut costs by 10 percent this month. Oddly enough, whether you only cut 2 percent, or 5 percent, or 9 percent, the result feels the same. Even though 2 percent is good, 5 percent is better, and 9 percent is great — even though the difference between where you started and what you accomplished is huge — still.
You feel like you failed.
Which is not just a problem in the moment, but also in the future. As the researchers write:
… falling short signals an eschewal of doing the bare minimum and lacking serious intent to change, making these gains seem less deserving of recognition.
Critically, participants then “checked out”: they under-rewarded and underinvested in efforts toward “merely” incremental improvement. In all experiments, participants lumped together absolute failures but not absolute successes, highlighting a unique blindness to gradations of badness.
When attempts to eradicate a problem fail, people might dismiss smaller but critical steps that were and can still be made.
Or in non researcher-speak, if you don’t hit your target, you’ll probably quit trying. Or you’ll scrap the process you created to hit a goal (after all, it didn’t “work”) and start over again — even though you’re clearly on the right track.
So how can you combat the effect of negative-lumping? How can you keep falling a little short of a goal, especially a huge goal, from feeling like total failure?
The key is to look forward and backward. Measuring yourself against a goal is obviously valuable. Striving to reach a goal, evaluating your progress toward that goal to modify your approach, your strategies, your daily activities… goals are valuable because they help you establish and then shape the process you create to reach that goal.
Since you can’t decide how to get there if you don’t know where you’re going, you need to measure yourself against a goal.
But you also need to make sure you look back to see how far you’ve come. If your goal was to land 100 customers and you “only” landed 94, still: you’ve grown your customer base by a significant amount — and you’ve learned a lot about how to turn leads into customers. If your goal is to work out five days a week and you “only” work out four, still: you’ve made definite strides in improving your fitness, and you can figure out how to remove the barriers that keep you from working out one more day a week.
Relative improvement is still improvement — and it provides a knowledge and experience base you can use to adapt, revise, optimize… and continue to improve.
Because here’s the thing. When you look forward, you “failure” is relative. When you look backwards, your success is absolute. You grew your customer base. You got fitter. Whatever you hope to do, you’re closer than you were.
So use goals to inform processes, to track your progress, and to make smart course correction. By all means, measure yourself against your goals.
But don’t forget to look back and measure yourself against the progress you made, especially if your efforts fall short of your goals.
Failing to hit a target is just failing to hit an arbitrary — and possibly unreachable, at least in the short-term — target. Progress is actual. Progress is tangible. Progress, no matter how small, is an achievement to take pride in, and use as motivation to keep making progress.
Because shorter-term goals are fun… but where you end up is all that really matters.
The opinions expressed here by Inc.com columnists are their own, not those of Inc.com.
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Jeff Haden
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