Marathon runners normally run the 26th mile faster than most of the miles preceding it. Theoretically, they should have depleted their energy reserves and be at their slowest, yet they consistently run the last portion of the race at a faster speed. When runners can see or sense the finish line, they make a final push to reach it.
The closer we get to a goal, the more effort we make to realize our success. Our motivation to complete what is within our grasp creates a focus and intensity to push forward with more speed, effort and commitment. Academics call this effect goal proximity, and it exerts a powerful influence on how we conclude a project, initiative or design.
For instance, as a leader nears the end of a book, they read more and with more urgency. As salespeople are within range of their monthly quotas, they work even harder to secure more deals. A team member who is close to earning a promotion is more likely to take on additional responsibilities to prove they are worthy. A chef who is days away from releasing a new menu will spend extra time and effort perfecting the recipes.
Leaders who understand the power of goal proximity use it intentionally to motivate the team and to ensure a strong finish. Whenever a project or initiative is within sight of completion, good leaders call this fact out. They remind people that success is right around the corner. They don’t have to ask for more effort or a push toward the finish line. Team members will naturally engage more intensely when they can sense the end is near.
Of course, exactly when a project, deal or initiative is near completion is somewhat subjective. A good rule of thumb is to begin speaking about the finish line when the percentage of work completed passes 80 percent. By calling out that the team is closing in on reaching their goal, team members will double their efforts and make a final push toward the victory tape.
The goal proximity effect exists even when we know of its influence. Leaders can use it to their personal advantage to solidify gains and commitment just by acknowledging they are nearing the completion of any goal, such as completing a self-study course, achieving a diet or exercise goal, or getting ready for a dinner party.
Even when we know the finish line is influencing our effort, we can’t stop ourselves from going harder toward the end point. We push even harder when the end is within reach. For team and personal success, the power of nearing the finish line can have a profound impact on how we engage. The best leaders let everyone know, including themselves, when completion and victory are within sight.
