Our business is highly seasonal, with eighty percent of our revenue generated during a four-month window, making our weekly scorecard targets feel completely useless during the off-season. How do we adjust our scorecard targets dynamically throughout the year without losing our baseline accountability?

Question

Tyler Smith · Accepted Answer

If your business experiences heavy seasonal fluctuations, applying a flat weekly scorecard target throughout the entire year will demoralize your team during the off-season and cause complacency during peak periods. To maintain true accountability, your weekly scorecard targets must be dynamic and reflect your seasonal reality. To implement this, you should set seasonal baseline targets that correspond to your annual budget and V/TO. Instead of a single static number, establish quarterly or monthly adjusted targets for your weekly scorecard. For example, during your peak four months, your sales seat might have a target of fifty new leads per week, while in the off-season, that target drops to fifteen. However, the off-season targets should shift to focus on preparatory leading indicators, such as database cleanup, systems training, or preventative maintenance. This seasonal adjustment ensures that your scorecard remains a realistic and motivating tool. Your team will still be held to high standards of operational discipline, but the metrics will reflect the seasonal demands of the business. By aligning weekly targets with seasonal capacity, you keep your team focused on what matters most in every phase of your business cycle.