FedEx doesn’t want to lose a multi-million dollar aircraft and its’ crew by flying in dangerous storms anymore than you really want to take a clients or your bosses call while having dinner with your family. The Red Cross knows it must raise hundreds of millions of dollars to fund its programs just as you know your commission, revenue, department, team or production goals must be met to take care of your responsibilities. Goals, unless based on values that have been prioritized often cause confusion, are missed and cause poor morale and low productivity.

The top two stated values of the American Red Cross are humanitarianism and encouraging the volunteer spirit. The last two of the seven are integrity and stewardship. Faced with a choice of either accepting a large donation or responding to hurricane victims in immediate need there is no confusion. The hierarchy of values would demand ignoring the donation and helping the victims.

MPI members often find themselves faced with tough choices as well and prioritizing your values is the only answer. Many people feel that when they are at home with family, they should be working and when working, feel they should be spending more time at home with the family.

The Mission statement of FedEx is to produce superior financial returns for shareholders. However, in the hierarchy of values, FedEx puts its people first, followed by their customer service promise of when it absolutely positively must be there.

When weather prohibits a delivery truck from negotiating treacherous roads, the safety of FedEx’s people comes first, and the service to the customer has to take second place. All MPI members have to exercise judgment and make tough choices that affect their goals. Having and prioritizing clear values always makes it easy.

Once values are established and ranked in priority from highest to lowest, it’s easy to both establish and execute goals because everyone, including your prospects, clients, managers, suppliers and team members are aware of the possibility of conflicting goals and know that your values will guide you in resolving any conflict arising. Those that respect your values will admire, love and honor you for having them and those that don’t simply need to find someone else to help them.

Junior Achievement of the West Charlotte High School developed the acronym SETAGOAL. Significant, in that they address things (like client service along with family and friends) that matter. Economic, in that they are both affordable and efficient. Tangible, in that you can see when they are met…and when they are not. Ambitious, in that they will take work to achieve them. Good, in that they take you to a better place. Obtainable, in that you can realistically accomplish them. Alive, in that they create energy among everyone (including family, friends, clients and prospects) working on them. Lasting, in that they take you to a place from which you will not easily retreat.

SMART is a shorter but equally effective goal acronym. That is, they are Specific, Meaningful, Achievable, Relevant and Time sensitive. Any goal, that does not meet these five criteria, is nothing more than a wish.

It’s always much easier to brainstorm and arrive at meaningful goals, then it is to execute them. When confronting obstacles and resistance to your goals in the marketplace, you must be courageous and overcome fear.

FEAR stands for False Evidence Appearing Real according to some of the best trainers in the country. In real life the same acronym for FEAR often is Forget Everything And Run!

According to Zig Ziglar, overcoming fear in the marketplace is key to goal achievement and we can learn how by studying the class of 1953 at Yale University. While only 3% had written goals, twenty years later the 3% with written goals had accomplished more than the other 97% combined.

Success demands more than just writing out goals. You must elaborate on the benefits, be sure they don’t conflict with your values, identify the obstacles and quantify the information that will be needed to overcome them.

A support group (like clients, family and friends) is critical and the idea of working in teams is another good way to sustain support. The final step in successful goal setting is to be certain they are consistent with your values and to establish a plan of action and set a definite date by which the goal will be achieved.

The most successful and happy people will establish and communicate the priority of their personal values to their organization, suppliers and clients and prior to setting clear written goals. They will overcome FEAR and leave if there is a mismatch…rather than compromising their personal values.

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