We have a responsibility to our people to set expectations not goals.

You set a goal and if they don't hit it then it's "oh well" maybe next month! or they come to you all proud and say ohhh i got so close, maybe this month!

Expectations put a little responsibilty on the shoulders of the person that is trying to make them a reality, then have consequences for those who do not meet them. As managers we sometimes want to soften the blow by saying " well he was sick one day and business was a little off this month" and we create an excuse factory for everyone else to look back on and use against management.

Expectations are what Professionals have, goals are what amatuers use to see how far they have to go before they become a Pro!

I dont' want my team saying our goal is to be the best or # 1 or the leader of the board?

I want them to say "The expectation is for us to be the best" and through hard work and disipline we will get there! The Pro will be the guy that takes the most action, with the best attitude, and are there not to compete but to dominate!

There is a difference in Cocky and Confident...a pro is confident he will get the Job done...Cocky is a guy who is under skilled and has a goal to be Salesman of the month and never reaches that goal!