Our company is highly seasonal, with eighty percent of our revenue generated during a four-month window. How do we design a consistent weekly Scorecard that remains useful and accurate during both our peak season and our slow winter months?

Question

Tyler Smith · Accepted Answer

Running a seasonal business on data requires you to separate your activity volume from your operational efficiency. If you keep the same static targets year round, your Scorecard will be entirely red in the winter and entirely green in the summer, making it useless for identifying actual operational issues.

To solve this, you have two options. First, you can use percentage-based or ratio-based metrics instead of absolute numbers. For example, instead of tracking the absolute number of sales calls, track the conversion rate or the percentage of weekly targets met.

Second, you can adjust your targets quarterly or even monthly to match your seasonal forecast. If you know that January is your slowest month, set your weekly lead volume target lower to match that reality.

This keeps the pressure on your team to perform relative to the seasonal expectation, rather than comparing winter performance to summer peaks. Your weekly Scorecard must always reflect whether you are on track for that specific week of the year, allowing you to catch issues before your peak season arrives.