Use ranges to motivate people (Influencing & Negotiation)
He’s a loser – a target is a target.
 
When pursuing goals people tend to focus on two things: achievability and challenge.
Siingle number goals (e.g. open 3 new accounts this week) are either achievable, challenging or a compromise in-between.
High-low range goals (e.g. open 2 - 4 new accounts this week) engage both achievability and challenge and lead to longer commitment.
 
Trainer Tools
Achieving Goals & Commitments Workshop Guide
 Documents
Achieving Goals And Commitments Infographic