How to Increase Business Using Goals - Influence At Work - Steve Martin

Influence At Work - October 2012

By Steve Martin, CMCT

Excerpts

...the Small-Area Hypothesis.

Put another way, at the beginning of a task people were more motivated to continue working towards that task when their attention was focused on the smaller number progress made so far, “You are already 20% of the way towards your goal” compared to “You have 80% of the way to go.” But when progress passed the half-way mark people were more motivated to complete the task when their focus shifted from the now larger progress they had made to the smaller progress that remained, “You have 20% left to achieve your goal” compared to “You are 80% of the way to achieving your goal”. 

So when seeking to persuade people to keep committed and consistent with a task or goal that they are working towards it appears that the science is telling us that we can increase our effectiveness by focusing their attention on the ‘small area’ whether that represents progress  already made or progress that is remaining.  

Practical Application: This Small-Area Hypothesis suggests that regardless of where a particular customer is on that reward journey, focusing on the small area will help frame subsequent actions as being more impactful in achieving that goal, potentially leading to more participation, adoption of new products, and increased spending over time.

Managers too might find focusing on the small area a useful way to keep staff motivated towards reaching sales and performance targets. In the early stages, providing feedback along the lines of “one week in and you have already achieved 15% of your quarterly target” and as target attainment gets closer “only 10% of your target to go now”.   

And when it comes to motivating ourselves, recording the small area as evidence of our progress towards a symbolic and specific goal should also prove useful. For example, a personal weight-loss or fitness program should be recording progress by emphasizing whichever is smaller: the weight we have already lost or how much we still need to lose to reach our desired goal.

Access Source And Its Great COntent: http://www.influenceatwork.com/inside-influence-report/