As managers, we often focus on hitting targets, achieving KPIs, and driving business results. But how often do we pause to consider what drives the individuals on our team?
What personal milestones are they striving for? What "bridge" do they need to cross to feel successful in their lives?
Building Bridges: How Personal Goals Drive Team Success
The metaphor of a "bridge" represents the personal goals and aspirations each team member is working toward—those deeply personal achievements beyond the workplace. It could be something as tangible as buying a home or as intangible as feeling fulfilled in their career. The bridge is what connects where they are now to where they want to be.
One story about this, told by one of our consultants here at CSS, sticks out in my mind. In a meeting with a sales manager, that manager told her about all of the people on the team she led. The manager started their discussion by describing each person's goal for the year and how she helped them work toward it.
One person on the team wanted to make enough money so his wife could continue to be a stay-at-home mom.
For another, it was so she could continue providing college tuition for her daughter. This manager continued to tick off the personal goals of all seven team members.
This was fascinating to our consultant because she had never heard a manager do that before. Imagine how powerful it is to one of your people for you, as a manager, to work toward their goal instead of yours.
So, on her next visit with this client, she asked this question to all of the salespeople:
"At the end of 2025, what do you want to accomplish personally or professionally to make you feel like you've succeeded?"
Some of the responses were:
- "I want to buy a new car."
- "I want to make six figures."
- "I want to travel to Germany to see my son."
- "I want to build a bridge on my property to access it from the main road."
Not one person on the entire team told her they wanted to reach their budget. That's what managers want, but it's not necessarily what salespeople want.
How to Discover the Bridge on Your Team
Discovering what the bridge is for each person requires open communication and a willingness to listen. Here are a few ideas you can use:
Ask Open-Ended Questions
During one-on-ones, ask questions like, “What are you hoping to achieve this year?” or “What’s something you’re working toward in your personal life?”
These questions can open the door to meaningful conversations.
Pay Attention to Clues
Sometimes, people may not explicitly state their goals, but they drop hints. Listen carefully to what they talk about with enthusiasm or concern.
Create a Safe Space
Ensure that your team feels safe sharing their personal goals. Reassure them that these conversations are about support, not judgment.
Conclusion
Once you know the bridge, your role as a manager is to help them build it. This could mean providing flexibility, offering resources, or simply being a sounding board as they navigate challenges. Sometimes, it’s as simple as acknowledging their efforts and cheering them on.
Have you asked your salespeople what their bridge is? There is no better time than the present to find out and build a plan to help them achieve it.
*Editor's Note: This blog has been updated from its original publish date.
