Strategies for Overcoming Goal-Setting Challenges

Your team isn’t overwhelmed because of work. They’re overwhelmed because of confusion. I see this in almost every team I coach: → Everybody's busy and end up working in silos, → Everyone's "running with the ball" but not necessarily towards the same goals → Teams duplicate efforts because no one knows who's handling what → Every request feels urgent because context is missing. Here’s what intentional leaders do differently:👇🏻 1️⃣ Define Goals That Actually Guide Decisions: Not just what we want to achieve - but what we're willing to sacrifice to get there. Clear goals eliminate the guesswork about what matters most right now. 2️⃣ Create a Decision Framework: Who decides what? What needs consensus? What doesn't? Clarity reduces rework. It speeds things up. 3️⃣ Set Bright Focus: Every week, every month, every quarter - name 2–3 things that matter most. Not 10. Not 5. The discipline of saying "not now" is what creates real momentum. 4️⃣ Build Rhythms, Not Just Sprints: Chaos loves irregularity. When you anchor decisions, feedback, and strategy into consistent rituals - chaos has fewer places to hide. 5️⃣ Communicate the "Why" - Not Just the "What"  Without context, people overwork. With context, they align. And alignment is the antidote to chaos. You don’t need to control everything. ❌ You need to architect enough clarity that your team can navigate the unknown with confidence. ✅ Because work doesn't need to feel like chaos - even in a startup. What’s one structure you’ve introduced that made your team calmer and faster? Drop it below - let’s build better together. 👇 Follow Alexandra Erman for more! 🫱🏻🫲🏼

Whiteboard Wednesday is back after a month of highlighting a customer story every day. Today I want to talk about goal setting and a counterintuitive technique that's helped us achieve outcomes here at FERMÀT that we once thought was impossible. Traditional goal setting fails because it relies on historical trends. Most teams look at their improvement rate from last quarter, then aim to do slightly better—essentially saying "if I was here before and I'm here now, I'll try to get a bit further next quarter." Instead, I challenge my team with this powerful alternative approach: 1. Define the maximum possible Ban historical data from goal-setting discussions. Instead, ask: "What's the theoretical ceiling for this metric given the physics and truths of our business?" 2. Quantify the reality gap Once you've established your theoretical ceiling, examine your current position. This gap reveals exactly what must change to achieve breakthrough results. 3. Challenge core assumptions This forces a crucial conversation: "What's the difference between our business fundamentals and historical outcomes that makes this goal seem unattainable?" When you work backward from theoretical maximums rather than forward from historical trends, you discover entirely new actions required to achieve extraordinary results. This approach works across any business type—whether you're increasing product development velocity or scaling creative testing. The principle remains: determine what's maximally possible given your business fundamentals, then work backward to identify the necessary transformations. What assumptions about your business trajectory could you challenge using this method?

We tell our sales reps to be gritty, to work smarter, not harder, to smash their quota but don't always do the best job pairing those inspirational calls to action with tools and techniques that allow them to do the things we ask. For years, I’ve loved the GROW Goal Setting Model. It is a great model, but I found myself tweaking it to reflect the things I think are fascinating and that actually work for revenue teams. 🧠 Ideas like: - Neuroplasticity - Harms of moonshot thinking - Value of gratitude and meditation - The frustration reps feel when they work tirelessly and still miss quota. That’s why I developed the PATH. 👉 Steal this framework to help your team not only set goals but achieve them. The PATH framework is a four-step process that helps you and your team set actionable goals, anticipate challenges, and ensure every step aligns with your aspirations. 1. Plan: Setting a Focused Goal Everything starts with a solid foundation. The first step is setting a focused goal. SMART goals—Specific, Measurable, Achievable, Relevant, and Time-bound—work well here. This ensures you’re working toward a well-defined target, making it easier to stay focused and track progress. 2. Anticipate: Backcasting Once your goal is in place, it’s time to imagine your desired future state. I love writing goals as if they've already happened and writing out the details of what it took me to get there. This process ensures that you have realistic micro-actions that you can be accountable to on the PATH to achieving your goal. 3. Test: Pre-Mortem Next, you stress-test your plan with a pre-mortem (inspo credit: Annie Duke, Thinking in Bets) This exercise allows you to identify risks before they arise, so you can adjust your plan and stay on track. It also encourages you to uncover opportunities to leapfrog your progress by brainstorming creative solutions. 4. Harmonize: Alignment to Aspirations The final step ensures that your micro-actions align with your larger aspirations. It's a final sense check to ensure you've set a goal you care enough about that you'll put in the hard work required to achieve it. That work will be supported by a clear PATH to success. The PATH framework ensures you don’t just set goals—you achieve them. 💸 Want me to guide your sales or leadership team through this process as part of your year-end planning or SKO? Drop "PATH" in the comments to learn more.