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Q: I have trouble meeting my goals; even a last-minute push near the end of the year doesn’t help much. My appraisal is in six months, and I need to fix this. Where do I start? — George R.

A: You’re already on the right track — by looking six months ahead. You’ve learned that you can’t meet your goals by looking at the problem a week or two before the deadline. Successful people make things happen, and that starts with planning — setting goals. Here are a few techniques that work well:

Set goals that take some effort, but are achievable. If you commit to a goal you can’t reach, you’re really setting yourself up to fail. This means you have to have a frank talk with your boss — and set better goals.

Create step-by-step plans to reach each goal. Focus action steps on being effective, not just efficient.

Take “Power Pauses” throughout the day and ask, “Is what I’m doing now helping me meet my goals? If not, why am I doing it?”

Make sure you and your boss agree to each goal, and that you both can commit to whatever it takes to reach it.

Set aside time each day to work on your goals. Break down larger goals into smaller, benchmark goals.

Make sure your goals are clear — and in writing. That way there’s no confusion about them.

Make sure your goals fit into the organization’s mission and long-range plans.

What’s a good goal?

Think SMART to set and meet good goals:

Specific. Limit each goal to one topic. “I will increase ABC’s roofing tile orders to us by 12 percent, by Oct. 1.”

Measurable. Make the goal tangible. It must answer the questions: How much? How many? How well? In the goal just described, you can track the sales by the volume and the target date.

There’s no place to hide: You reach it or you don’t.

Achievable. It must be possible to achieve, but have “reach” in it. It should answer the question, “Why?” (Why can I increase ABC roofing sales? Because we have a new product they want… because I can spend three more hours each week presenting to new prospects… because we’ll develop new product catalogs I can send out no later than February.)

Results-oriented. It must describe the results you want to achieve (“12 percent sales increase in ABC roofing products.”

Time-bound. It must have a completion target (Oct. 1.)

Overcome the barriers

One other technique will help you reach goals: Identify any barriers you face, especially in risk-taking. If you’re concerned about the consequences of your plans, clarify possible outcomes. Get the resources you’ll need, and spend time with people who can guide and support your efforts.

Another barrier: pressure. Set enough time aside to do the job right. Redefine your priorities to focus only on actions that will help you meet your goals. Find ways to release pressure and frustration: walking, working out; physical labor.

A third barrier is to ignore available information. Get honest feedback at each step, and change your techniques as needed.

Identify resources

Make list of the people, organizations, materials and training that can help you reach your goal. Pick the brains of other people in your organization who meet their goals consistently.

List needed skills

Make another list of new skills you may need to reach your goal. Learn better planning? Manage your time or projects better? Learn a new software program? Then set action steps and completion dates on how you’ll get these skills.

Develop action steps

In your day planner, list all the action steps you need to take to achieve each goal, and put them on your calendar, even if it’s only a half-hour a week.

Finally, set benchmark dates to check progress: 2 percent sales increase in March; 3 percent in April; 5 percent in May. Record and report your progress to your boss monthly.

Bill Repp is president of Organization Development Group. E-mail him at billrepp@rochester.rr.com.

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