This is particularly dangerous in competitive environments - business, for example. When specific, static targets are used to define the meaning of the enterprise, outcomes tend to be less than optimal, particularly for start-ups. Why? Because, according to Gene Bellinger, as we near our goals most of us simply do not try as hard. Our motivation wanes. He uses systems theory to explain the phenomenon. I prefer simple metaphors. I use sports.
In 2006, Phil Mickelson led the U.S. Open by a stroke as he stepped to the 18th tee. A par would win. A bogey would force a playoff. He had been playing steadily, reliably. He was nearing his goal. And he lost his edge.
Once focus is lost, once tension is relaxed, the door is open to the adversary. Phil made four poor shots in a row and squandered his chance for a historical run of three grand slam wins in succession.
In the 2007 Fiesta Bowl, upstart Boise State led Oklahoma 28-10 after 3-1/2 quarters of play. Oklahoma sucked it up and roared back with to take the lead. With seven seconds left to play Boise State was 50 yards out. Oklahoma had it won. They only had to survive one more play. Oops. At least they managed the tie that Phil had blown. They didn't lose until overtime. Oklahoma, it might be argued, played the game from a survivor mentality. Boise State, on the other hand, played the entire game, and also the overtime, from an underdog mentality.
Many commentators have suggested that Tiger Woods plays golf as if he were trying to destroy his opponents. His record is not perfect, of course. No one is perfect. But he almost never surrenders a lead. In fact, he typically attempts to build his lead, even when logic might suggest defensive play.
Some football coaches are criticized for continuing to score against a clearly defeated opponent.
Neither Tiger nor the football coaches want to lose their edge. Regaining it is too difficult. They look beyond the current game. Relaxing and permitting sloppy play amounts to practicing mistakes, obviously a sub-optimal application of time and energy. That's why the coaches never tell their starters to let up. But to show good sportsmanship, they do usually send in their less skilled players.
So - what is the substitute for traditional goals?
Bellinger argues for pursuit of continuous improvement as a better model. In industry this is called the Deming Cycle. Vince Lombardi demanded "relentless" pursuit of perfection. (The Super Bowl trophy is named after him, by the way.) It's not just your blogging buddy Jim Flowers arguing that traditionally conceived goals contain the seeds of eventual defeat.
For any entrepreneur, commitment to a powerful, continuous process in support of a grand vision is far more reliable as a motivator, and as a management model.
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