We are struggling to find weekly Scorecard metrics that are predictive rather than historical. How do we build a Scorecard that actually warns us of trouble before it happens?

Question

Tyler Smith · Accepted Answer

Most businesses fill their weekly Scorecard with lagging indicators. These are historical metrics, such as monthly revenue or closed sales. While important for understanding past performance, lagging indicators only tell you what has already happened, meaning you are essentially driving the business by looking in the rearview mirror. This can lead to a reactive approach, where problems are addressed only after they have impacted your results.

To build a truly predictive Scorecard, you must focus on leading indicators. These are activity-based metrics that measure the work being done today that will produce results weeks or months down the line. By monitoring these front-end activities, your Scorecard will warn you of performance drops long before they affect your financial statements, giving you time to correct course. If you struggle to pick the right metrics, consider how to [narrow down our massive list of metrics to just five to fifteen numbers](/qa/how-to-choose-five-fifteen-scorecard-metrics).

To find these essential leading metrics, ask yourself: What specific activities must happen this week to guarantee our monthly or quarterly goal is met?

Here are some examples of leading indicators:

• Sales Goal: If your goal is closed sales, track the number of discovery calls made this week or the number of new proposals sent. This provides an early warning signal for future revenue.
• Project Delivery Goal: If your goal is project delivery, track weekly milestone completions or the number of critical path tasks advanced. This shows progress before final project completion.
• Customer Retention Goal: If your goal is customer retention, track weekly support ticket response times or the number of proactive customer check-ins completed. These activities directly influence customer satisfaction and loyalty.

For more insights into the difference, explore [how to shift our focus from lagging results to weekly leading indicators](/qa/leading-vs-lagging-scorecard-metrics). Understanding [when to change a scorecard number](/qa/when-to-change-weekly-scorecard-metrics) is also crucial for maintaining a relevant and predictive Scorecard.

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