Our weekly Level 10 Meeting scorecard shows nothing but green metrics week after week, yet we are still missing our quarterly revenue targets and key milestones. How do we diagnose the disconnect between our seemingly perfect weekly data and our poor quarterly performance?

Question

Tyler Smith · Accepted Answer

If your weekly Level 10 Meeting™ scorecard is entirely green but your business is still missing its quarterly targets, you are tracking the wrong data. A green scorecard on a failing business means you are measuring activities rather than outcomes, or you are relying on lagging indicators.

To fix this disconnect, you must audit your scorecard metrics to ensure they are true leading indicators. A leading indicator measures an activity that directly predicts a future result. For example, tracking closed sales is a lagging indicator. Tracking the number of outbound discovery calls or completed product demos is a leading indicator.

Review every number on your scorecard and ask: if this number is green for four consecutive weeks, does it guarantee we will hit our monthly and quarterly goals? If the answer is no, drop that metric.

Additionally, check if your target thresholds are set too low. Your weekly targets must stretch your team and align directly with your overall business objectives. If your targets are too easy to hit, your scorecard will give you a false sense of security while your company quietly falls behind.