Issue 22 of Behavior based leadership
Hundreds of studies shows that clear goals is good for us, but there’s a dark side of goal setting.
During the 90s Sears established a clear and challenging goal for their auto repair business. Their staff would try to sell for at least $147 per hour. The dark side? Turns out that this motivated the staff trick their customers into paying too much for services they didn’t need. One of Sears board members later confirmed that this was indeed one of the negative effects of their goal setting strategy.
You should definitely give your employees clear and specific goals but make sure you keep track of any unwanted consequences.
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Behavior based leadership
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