I’d neglected to set a goal ...

At nearly 30,000 feet this morning I realised that I’d missed a trick in my prep. 

I’d neglected to set a goal that had the potential to lift my performance in the room. 

It’s easy to miss, particularly when you get fixated on what needs to be achieved. 

For me, today, it’s kicking off a Commercial Curiosity programme for a team of 70. The irony - which didn’t escape me - is that the type of goal that can make a real-world difference is tied to curiosity: a learning goal. 

⏵ The Research 

In a longitudinal field study, Don VandeWalle and colleagues found that sales professionals focused on learning goals (like improving their skills) were a better predictor of performance over time compared to those who had performance goals (like wanting to be considered good at selling). 

Those with learning goals had the execution edge - they planned more carefully, set clearer goals and put in more effort. 

And yes, this relates to a growth mindset. 

⏵ What this means in practice 

Set a specific goal for how you plan to learn in the upcoming meeting or event. This dials up your focus on execution, with an extra side of flexibility and resilience. 

It also changes your presence. You begin to broadcast openness and curiosity, the kind of signals that make you more influential and connected in the room. 

Learning goals for the win!