Q. I have trouble meeting my goals, and even a last-minute push near the end of the year doesn’t help much. My appraisal is coming up in six months, and I need to fix this problem. Where do I start? —George R.

A. George, you’re already on the right track—by looking six months ahead. You’ve already discovered that you can’t meet your goals by looking at the problem a week or two before the goal deadlines. Successful people make things happen, and that starts with planning—setting goals. Here are a few techniques work well for many successful people:

• Use a win/win approach to minimize the possibility of failure. Set goals that take some effort, but are achievable. If you commit to a goal you can’t reach, you’re really setting yourself up to fail. This means you have to have a frank talk with your boss.

• Create step-by-step action plans to reach each goal. Focus action steps on effective, not just efficient. Some people are really busy, but get little done.

• Take “Power Pauses” throughout the day and ask, “Is what I’m doing now helping me meet my goals? If not, why am I doing it?”

• Make sure that both you and your boss agree to each goal, and that you both can commit to whatever it takes to reach the goal.

• Set aside time each day and each week to work on your goals. Break down larger goals into smaller, benchmark goals; use action steps to reach them.

• Make sure your goals are clear—and in writing. That way there’s no confusion on what you’re supposed to do.

• Make sure your goals fit into the organization’s objectives, mission, and long-range plans.

What’s a Good Goal?

The acronym SMART can help you set—and meet—good goals:

Specific. Limit each goal to a single topic. “I will increase ABC’s roofing tile orders to us by 12 percent, by October 1.”

Measurable. Make the goal observable, something you can see, hear, touch, etc. It must answer the questions: How much? How many? How well? In the goal just described, you can track the sales by the volume and the target date. There’s no place to hide: either you reach it or you don’t.

Achievable. It must be possible to achieve, but have “reach” in it. It should answer the question, “Why?” (Why can I increase ABC roofing sales? Because we have a new product they want…because I can spend three more hours each week presenting to new prospects…because they told me they like our products…because we’ll develop new product catalogs I can send out no later than February.)

Results-oriented. It must describe the end results you want to achieve (“12 percent sales increase in ABC roofing products.”

Time-bound. It must have a target date for completion (October 1.)

Overcome the Barriers

One other technique will help you reach goals: Identify any barriers you face—especially in risk-taking. If you’re concerned about the consequences of your action plans, clarify possible outcomes. Get the resources you’ll need, and spend time with people who can support and guide your efforts.

Another barrier: pressure. Set enough time aside to do the job right. Re-define your priorities to focus only on actions that will help you meet your goals. Find ways to release pressure and frustration: walking, working out; exercise, physical labor.

A third barrier is to ignore available information. Get honest feedback at each step, and change your techniques as needed. Stay current with the technology and literature in the field.

Finally, set benchmark dates to check progress: 2 percent sales increase in March; 3 percent in April; 5 percent in May. Record and report your progress to your boss monthly so neither of you will be surprised at the results. If necessary, get coaching to do even better.