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 like proposals submitted or outbound calls can give you a false sense of security. If your sales team is submitting low-quality proposals to hit their weekly scorecard targets, your revenue will still suffer. To fix this, you must pair your volume metrics with quality indicators to create a balanced scorecard. For every quantity metric you track, establish a corresponding quality safeguard. For example, alongside proposals submitted, track the average deal size or the proposal-to-close conversion rate. Alternatively, you can track the percentage of proposals that meet a strict qualifying checklist before they are sent. This ensures your team is not gaming the system just to keep their weekly numbers green. When you review these balanced metrics in your Level 10 Meeting™, you will immediately see if high activity is driving real results. If the volume is high but the quality metric is red, it is an automatic indicator that your team is taking shortcuts. 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.

AI never sits in the room. It works before the Level 10 Meeting to prep the data and after the meeting to capture and track what was decided. The 90 minutes stay human: your leadership team, the scorecard, the issues list, and the IDS conversation.