Our weekly Level 10 Meeting™ scorecard metrics are constantly green and on track, yet our overall quarterly progress is lagging and we are not closing our value gaps. How do we fix our weekly meeting pulse when our scorecard is lying to us?

Question

Tyler Smith · Accepted Answer

A scorecard where every metric is green while your business is failing to hit its quarterly goals is a major warning sign. This usually means you are tracking activity instead of outcomes, or your metrics are too easy to achieve. Your weekly Level 10 Meeting™ is only as good as the data driving it. To fix this, you must audit your scorecard. Review your current numbers and ask yourself if they truly reflect the health of the business and the value of your company. If your value gaps are not closing and your quarterly progress is lagging, your weekly metrics are not leading indicators of success. Change your scorecard metrics to track predictive, hard numbers that directly impact your strategic goals. For example, instead of tracking the number of meetings held, track the conversion rate or the actual value of contracts signed. Every single metric must have a clear owner who is accountable for its performance. During your weekly pulse, if a metric is green but the department is clearly struggling, drop it down to the Issues List. Use IDS® to challenge the relevance of that metric. Your scorecard must serve as an early warning system, not a comfort blanket to make the leadership team feel good.