The Scoreboard Strategy for Success

Hi, Everyone!

I just received the latest edition of Dave Miller’s newsletter and wanted to share the main article with all of you —


“Use the Scoreboard Strategy for More Success” by Dave Miller

It’s that time of year – a time of reflection and doing some goal setting. One of the most powerful things you can do for your business and life is to set clear, powerful goals. Otherwise, you leave the things to chance.

Will you be a Passenger, Controller or a Navigator? Will you choose to go rafting down a river without any oars?  Oars that will help you navigate your direction and get to your intended destination?

Without goals, you are, in essence, making a decision to ride passively and let the “river of circumstances” take you, your business, career, and your life wherever it wants.

Now you can go to the other extreme and try to control life’s events. Like trying to force a river flow a certain way, this is an exercise in futility. We can’t control most of life’s events!

However, we do have control over certain things, namely what we believe and how we respond to life’s events. As we take responsibility in these areas, we are stepping into our role as Navigator. In order to navigate we need to set a direction and identify a destination. That’s where goal-setting comes in.

Here’s a 5 Phase plan for setting goals for 2011.

Phase 1: Reflect on 2010.

Ironically one of the first things that often helps to set goals is to first look back. Here are some questions to ponder as you look back at 2010:

What were your biggest “wins”?
What was the most valuable lesson you learned?
If you had to describe the theme for 2010, what would it be?
What was your biggest disappointment last year?

Phase 2: Envision your 2011.

Here’s where you define the destination. Imagine yourself 12 months from now at the end of 2011. What do you envision yourself accomplishing at that point in time?

It’s helpful to identify various categories to set some goals that you want achieve for next year. For example, in your business you may want to think through some of the following categories:

Maximize new sales / clients
Maximize new sales/clients
Support existing clients
Upgrade my leadership and sales skills
Management of costs
Create an empowered team
Implement systems to leverage business

Identify personal categories as well, such as:

Physical health
Financial well-being
Emotional strength
Relationships – spouse, children, friends, etc.
Spiritual abundance

Once you have your categories, envision where you want to be in all these areas at the end of the year. For example, you may want to lose 30 pounds and start a consistent exercise regime. You may want to increase sales by 20%. Think through all these areas and ask yourself want it would be like to achieve these goals. How would it feel? What else would make it “outrageous”?

Phase 3: Set Performance Goals

The goals you set in your categories are most likely end goals in that they define your destination. And in many cases, you don’t have 100% of the control for achieving them. In this phase write down the practices and behaviors that will support arriving at these goals, i.e. performance goals.

Unlike end goals, with performance goals you have 100% control in seeing them to fruition. Performance goals are the actions and behaviors that, if practiced consistently, will dramatically increase the probability that you’ll get to your end goal.

For example, let’s say you want to increase your client base by 20% (end goal). A performance goal to help get you there is “to speak to groups of qualified prospects at least once per month”.

Remember: End goals provide the inspiration, performance goals provide the specification.

Phase 4: Who do you need to be?

In this phase, ask yourself the following:

“What qualities do I need to bring to the table to make this happen?”
“What do I need to dial-up in order to achieve these goals?”

If you want to do what you did last year, it’s not going to require anything materially different from you this year. But if you’re looking to grow and change in 2011 and play a bigger game, it will most likely require courage to move outside your comfort zone and take more risk. Reflect on the list of characteristics and qualities that will need to show up this year for you to get where you want to be.

Phase 5: Implement A System

If you want to make sure your goals become a reality rather than a pipe dream, you’ll need a system of weekly planning to make sure you reach your destination. For more on how to do this, see my article on “Outcome Focused Planning.”


If you enjoyed Dave’s article, please leave a note for him here on the blog or send him an email.



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