To set bottom-up goals, start with what the team thinks it can get done as well as what they can stretch to. Work from individual drivers up to meaningful metrics. Bottom-up goals ensure team buy-in and identify new opportunities. Working from the bottom-up ties the individual to the broader mission.
- In addition to building your goals from the top down,…a useful exercise is to build goals from the bottom up.…It helps get team buy-in and it can identify…new opportunities for upside.…For bottom-up goals, start with what the…team thinks they can commit to--…What they can deliver.…Ask them what they can stretch to.…Then work from those individual drivers,…those individual goals, up to the bigger…metrics that matter for the organization.…If you have an organization that's trying to drive sales…and you have a team full of sales reps,…you may look at the individual bottom-up goals…of number of calls they're going to make in an hour.…
Those then roll up to the number of calls…that they're able to connect on in an hour.…Which rolls up to a broader goal of the number…of pitches that they're making to customers.…And a goal above that of how many pitches are…being accepted by the customer.…That can tie to a bigger goal of the number of…contracts sent and pricing being achieved.…A bigger goal of contracts being closed and…
Along with providing guidance on how to link individual employee goals to organizational strategy, Mike walks you through the different types of goals, including bottom-up, zero-based, commit, and stretch goals. He also helps you use goals to change behaviors, build new skills among employees, and make goals actionable by using incentives and tying them to specific activities. He concludes with a comprehensive plan for setting and implementing goals, and some tips on dealing with challenges such as conflicting goals.
- Identifying goals and goal types
- Setting SMART goals
- Linking goals to business strategy
- Building goals from the bottom up or top down
- Creating stretch goals
- Outlining activities and resources to help employees achieve goals
- Reviewing and revising goals
- Reconciling conflicting goals