Our sales scorecard tracks proposals submitted and contracts signed, but we are still missing our revenue targets because the quality of those proposals is poor. How do we design weekly scorecard metrics that measure both volume and quality?

Question

Tyler Smith · Accepted Answer

Tracking only volume metrics, such as proposals submitted or outbound calls, can create a false sense of security. If your sales team is submitting low-quality proposals just to hit their weekly scorecard targets, your revenue will inevitably suffer. To address this, you must combine volume metrics with quality indicators to build a truly balanced scorecard.

For every quantity metric you track, establish a corresponding quality safeguard. This balanced approach forces your leadership team to look at the health of the entire sales pipeline, allowing you to catch process failures long before they show up as missed revenue targets at the end of the quarter.

Designing Balanced Metrics

Here's how to design weekly scorecard metrics that measure both volume and quality:

• Pair Quantity with Quality: For each volume metric, identify a related quality metric.
• Alongside proposals submitted, track the average deal size of those proposals.
• Alternatively, monitor the proposal-to-close conversion rate to understand effectiveness.
• Consider tracking the percentage of proposals that meet a strict qualifying checklist before they are sent. This prevents your team from gaming the system to keep their weekly numbers green.
• Review in Level 10 Meetings: When you review these balanced metrics in your [Level 10 Meeting™](/qa/how-to-review-scorecard-under-five-minutes), you will immediately see if high activity is driving real results. If the volume is high but the quality metric is red, it's an automatic indicator that your team is taking shortcuts. Understanding these indicators is crucial for [reviewing your weekly scorecard](/qa/trimming-your-eos-weekly-scorecard).

The Role of AI

AI never sits in the room during your meetings. Instead, it works behind the scenes:

• Pre-Meeting Prep: AI can prep the data before the [Level 10 Meeting](/qa/should-integrator-facilitate-level-10-meetings).
• Post-Meeting Follow-up: AI can capture and track what was decided after the meeting.

The 90 minutes of the meeting remain human-centric, focusing on your leadership team, the scorecard, the issues list, and the IDS (Identify, Discuss, Solve) conversation. For more insights on optimizing metrics, consider [how AI can optimize EOS Scorecard metrics](/qa/ai-in-optimizing-eos-scorecard-metrics-and-accountability).

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