The #1 Mistake People Make When Setting Goals (And How to Avoid It)

This is the most exciting part – setting your goals! I’m not the only one who loves to set his sights on the horizon and figure out how he will get there, right? It gives us that vision, purpose, and something to strive for. But we have to be honest: Many people don’t achieve their goals. Why? Because they fall into a critical trap: focusing on the outcome rather than the process. Another way to say this is people tend to focus on the destination, not the journey.

But here’s the good news: this mistake is completely avoidable. By shifting your mindset and focusing on the systems that lead to success, you can set goals that actually stick. So, let’s dive into how you can make this happen.

 

  1. The Mistake: Focusing Solely on the Outcome

Why This Is Important: When you set a goal like “I want to lose 20 lbs,” or I want to make $100,000 this year,” it’s easy to get obsessed with the result. But here’s the kicker: outcomes are often out of your direct control. Life throws curveballs, and when things don’t go as planned, this can lead to frustration and burnout.

Research from the American Psychological Association highlights that focusing on processes rather than outcomes significantly increases the likelihood of success. Why? Because processes are actionable and within your control. We must start with the end in mind. But we can’t focus solely on the end.

What You Can Do: Shift your focus to building systems that support your goal. For example, instead of “I want to lose 20 lbs,” commit to actions like “I’ll exercise for 30 minutes five times a week” or “I’ll cook at home four nights a week.” These process-based goals keep you motivated and grounded in daily action.

Sales Power Move: If your goal is to close $500,000 in sales this quarter, focus on the actions driving those results. Set process-based goals like making 10 calls a day, following up with all leads within 24 hours, or scheduling 3 new meetings each week. Stick to the process, and the results will follow.

 

  1. The Fix: Build Habits That Support Your Goal

Why This Is Important: Habits are the backbone of goal achievement. They automate your actions, reducing the mental energy needed to stay consistent. James Clear, author of Atomic Habits, puts it perfectly: “You do not rise to the level of your goals. You fall to the level of your systems.” One of my favorite quotes. Building strong habits creates a foundation for long-term success.

What You Can Do: Start small and focus on consistency. Identify one habit you can implement today that aligns with your goals. Use tools like habit trackers or apps to keep yourself accountable. And don’t forget to find your accountability buddy.  Remember, it’s not about being perfect; it’s about showing up regularly.

Sales Power Move: Develop daily habits like sending personalized emails to prospects, dedicating time blocks for lead generation, or spending just 15 minutes reviewing past pitches. These small, consistent actions build momentum and drive long-term results.

 

  1. The Mindset Shift: Embrace ABE (Always Be Experimenting)

Why This Is Important:  Goals require flexibility. What works today might not work tomorrow. By adopting an experimentation mindset, you stay adaptable and open to new strategies, avoiding the frustration of rigid plans that don’t deliver results.

What You Can Do: View every new thing you try as an experiment. Test new approaches, measure the results, and pivot when necessary. For example, if your goal is to improve fitness, try different workout routines or meal plans until you find what works best for you.

This is one of my favorite strategies. Because you cannot fail an experiment. Every experiment teaches us something.

Sales Power Move: Find your biggest area of opportunity. If you are great at closing but not as good at cold calling, experiment first with cold calling because that’ll drive more business in the long term. One email format could get a better response, or a call script resonates more with clients. Document what it works and refine your process over time

 

  1. The Strategy: Track Your Progress Regularly

Why This Is Important:  Tracking progress keeps you accountable and provides valuable feedback. It shows you what’s working, what’s not, and where you might need to adjust your approach. Plus, seeing your progress is incredibly motivating –  it reminds you of how far you come.

What You Can Do: Set aside time each week to review your progress. Use tools like journals, apps, or spreadsheets to log your actions and results. Celebrate your wins – big or small – to stay motivated and keep the momentum going.

Sales Power Move: Winners keep track. Track metrics like calls made, e-mails sent, or meetings scheduled each week. This data helps you identify patterns and optimize your efforts, ensuring you’re focusing on the activities that drive the best results.

 

  1. The Key: Stay Consistent, Not Perfect

Why This Is Important: Perfectionism can paralyze progress. Consistency, on the other hand, is what drives success. Even if you miss a day or stumble along the way, the key is to get back on track and keep going. Over time, a small, consistent action adds up to significant results.

What You Can Do: Create systems that prioritize consistency. For example, if you miss a workout or a sales call, don’t dwell on it. Commit to showing up the next day and keep moving forward. Remember, progress beats perfection every time. Bear in mind that missing once is a mistake. Missing twice is forming a new habit.

Sales Power Move: In sales, consistency is everything. Even on tough days, stick to your process. Make those calls, follow up with the leads, and keep the pipeline moving. Consistent effort leads to long-term success.

 

The number one mistake people make when setting goals is to focus too much on the outcome and not enough on the process. By building habits, embracing experimentation, tracking progress, and staying consistent, you’re setting yourself up for a lifetime of success, not just for one goal but all the goals ahead. Fall in love with the journey.

Take the first step today. Choose one process-based action you can start right now. Remember, it’s not about perfection; it’s about progress.