If you are a manager or business creator, there is a question that keeps coming up: how to maximize the results of your team, your project or your business? Traditionally, the answer has often been simple: define specific goals, write them on a board and do everything you can to achieve them. But there is another approach, more subtle and more sustainable, adopted by top performers: thinking in systems rather than in objectives.
From goal obsession to systemic efficiency
We live where goals are king. KPIs, OKRs, quarterly plans: everything pushes you to measure and achieve specific results. But if recent history of business and personal performance has taught us anything, it’s that this obsession can be dangerous. Isolated goals are often too rigid and create unnecessary pressure. Worse yet, they can cause us to neglect what’s really important: the process.
James Clear, author of Atomic Habits, sums it up perfectly: “You don’t get better by striving to achieve a goal. You get better by building a system to achieve it.” The nuance is subtle but powerful. Rather than focusing all your energy on a number or result, it’s about focusing on the process that naturally leads to that result.
What is a system?
A system is a coherent set of habits, routines, behaviors, and structures that work together to produce desired results. In a company, this may take the form of a sales process, a recruitment protocol, a continuing education program or an internal culture that encourages initiative.
To illustrate, imagine two leaders: Alice and Benedict. Alice sets strict goals: “Sell 1 million euros this quarter.” Benoît sets up a system: every week, his salespeople have structured prospecting sessions, training on negotiation, and personalized follow-up of their customers. Who is most likely to reach their number? Most likely Benoît. Because his system works every day, it increases the chances of success exponentially.
Why systems outperform goals
1/ Systems create consistency
A goal is a point in time. A system is a trajectory. Top performers know that lasting success does not result from a one-off effort but from regular and repeated practice. Steve Jobs did not just “launch iPhone”he built a culture of design and excellence that has produced decades of success.
2/ The systems are under your control
We don’t always control the results. Sales may depend on the market, fundraising on an economic context, customer satisfaction on external factors. On the other hand, you can control your system. You can decide your daily routines, habits and processes. And that’s where the real power lies.
3/ They transform failure into learning
When a goal is not achieved, it is easy to become discouraged. With a system, failure is not a verdict but a given. Each iteration allows you to adjust, improve and become better. Top performers see their systems as living laboratories, where every error becomes an opportunity for optimization.
4/ They promote innovation and creativity
Rigid goals can kill creativity: “I have to reach this number, no matter how. » A system, on the other hand, gives you structure while still leaving room for experimentation. This is how the most disruptive innovations are born: Apple, Google or Amazon have never pursued a simple number, they have built systems capable of generating continuous innovation.
How to shift from a goals mindset to a systems mindset
1/ Identify the key processes of your company
Instead of asking “What is my goal this quarter? »ask the question: “What processes are necessary to produce the results I want? » In a tech startup, this could be: the customer feedback cycle, the product development process, or lead management. Identify what has the biggest impact on your results and start systematizing it.
2/ Break down these processes into daily routines
A system is not just an abstract idea. It comes to fruition in daily practice. For a salesperson, this system could include: 10 prospecting calls per day, personalized customer follow-up every week and internal training every month. For a content creator: 1 article or video per week, weekly brainstorming and monthly performance analysis. Each action becomes a piece of a larger puzzle.
3/ Measure the process, not the result
Changing focal length requires mental effort. Rather than checking whether you have achieved a specific turnover, measure the consistency and quality of your system. For example: “How many customer meetings did we actually hold this week?”, or “How many product iterations did we do to improve the user experience?”
4/ Iterate and improve
The real secret of systems is that they are alive. They are never perfect from the start. Top performers spend more time adjusting and optimizing their systems than lamenting unmet goals. Jeff Bezos summed it up this way: “We are obsessed with the customer, not the number for the quarter. The number naturally follows the system.”
Systems in the personal life of the leader
Thinking in systems is not only useful for the business. It is also a major asset for the manager himself. Stress, burnout and work overload are often the result of setting too ambitious goals. By adopting a system, the leader creates a sustainable framework: work routines, moments of strategic reflection, mental and physical health practices. A leader who takes care of his personal system is more resilient and more inspiring for his team.
Traps to avoid
1/ Confusing system and rigid routine
An effective system must be flexible and adaptable. If every action becomes an automated chore, you lose creative energy and a sense of purpose. The system must support humans, not suffocate them.
2/ Neglecting culture and values
Systems work best when they are aligned with company culture and values. An effective sales process will have little impact if your team doesn’t believe in your products or services. We must not forget that consistency between system and values is decisive.
3/ Ignore feedback
Every system must incorporate a feedback mechanism. Without feedback, you risk repeating mistakes or missing opportunities for improvement. Feedback is the fuel that moves the system toward excellence.
A change of mindset, not just method
Adopting a systems mindset requires a real shift in perspective. This is not about rejecting the goals, but seeing them as secondary indicators rather than the center of the world. Top performers understand that lasting success comes from consistent, well-executed systems. They invest in the daily process, knowing that results will naturally follow.
In summary, thinking in systems rather than goals is like planting a tree rather than chasing its fruit. If you water, fertilize and take care of the system, the fruit will come every season, and more abundantly and sustainably than if you tried to pick it directly.
