The Transformative CEO: IMPACT LESSONS FROM INDUSTRY GAME CHANGERS

2980 Percent Is a Lot

“Getting it all” is not a worthy mission. Getting it all may sound like a rallying cry, but it is not realistic, almost never achieved, and never worth the marginal cost of the last few points. Getting it all is aggressive, macho, tough talk, and all that jazz, but is an unsound goal or management principle.

Achieving 80 percent of a negotiation goal, 80 percent of a cost reduction goal, 80 percent of a market share goal, is rarely a losing outcome. To illustrate, sales managers and compensation people are constantly trying to craft a perfect salesforce compensation plan. But when there is more than one person participating in the compensation plan, the plan will be imperfect. There will always be concerns about who made ...