If macroeconomic conditions shift or an industry slowdown softens incoming demand, should we lower our weekly Scorecard targets mid-quarter or leave them static to record the deficit?

Question

Tyler Smith · Accepted Answer

Leave your weekly Scorecard targets static through the end of the quarter. Do not lower the bar mid-stream simply to turn red boxes green and make the leadership team feel comfortable.

A Scorecard is an objective measurement tool, not an emotional comfort blanket. The targets you established during your Quarterly Planning session were designed to achieve your quarterly Rocks and annual V/TO goals. If incoming demand softens and your sales metrics turn red every week for six consecutive weeks, that red ink is accurate data telling you the truth about your business trajectory.

Lowering targets mid-quarter distorts your operational reality. It hides the delta between your plan and your current market position, which prevents the team from engaging in genuine, urgent problem-solving. When numbers stay red, it forces the leadership team to use IDS during weekly Level 10 Meetings to find creative offsets, such as pivoting outbound prospecting channels, restructuring delivery cost structures, or opening up new partner distribution paths.

Use your next Quarterly Planning session to officially reset Scorecard targets based on current macroeconomic realities and updated revenue projections. Mid-quarter, accept the red numbers, look at them directly without emotion, and focus your energy on solving the issues that are holding the company back.