Do you set targets for all your staff?

23rd June 2011

I find that with most businesses which I start to coach, that the business owner not only has no targets for the business as a whole, but that there are no individual targets either. I’m not just talking about the financial targets which you would expect to be in place for the sales team, but all the other key performance indicators (KPI’s) which are so important to get right, to help the business run smoothly.
I often talk about the importance of setting goals and targets, and there is without doubt a very clear benefit of setting financial targets for the business. However, if you turn this around and look at it from the point of view of the individual, you will also soon see how this helps them as well. It might be simple things like punctuality, or ensuring the stationary levels are kept stocked up, or that the coffee mugs are clean, but whatever it is everyone should know what is expected of them. If each individual does not have targets, then how do they know if they are performing well or not? Most people thrive on knowing how well they are doing, and love to get a pat on the back for recognising that they are meeting or exceeding their targets. Equally well if they decide to drag their heels, there can be no complaint when you pull them up for not doing their job properly.
Of course to be able to set KPI’s, you must lay down specific responsibilities for each role, so it is easy to set targets. Once you start this process, you should continually look to raise the bar, so there is a constant improvement month on month, thereby allowing each individual to shine, and the business to flourish.

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