Our industry is currently experiencing a lot of market volatility, which makes our weekly scorecard targets feel like moving targets. Should we adjust our scorecard targets weekly to reflect these changing external conditions, or should we keep them fixed?

Question

Tyler Smith · Accepted Answer

You must resist the urge to constantly adjust your scorecard targets to match market volatility. Your weekly targets should represent the baseline performance required to achieve your company's Rocks and overall V/TO® goals. If you lower your targets every time the market dips, you are masking the underlying issues and letting your team off the hook. Conversely, if you raise them during temporary surges, you risk burning out your team.

Keep your targets consistent for at least a full quarter. If external conditions change, let the numbers go red. A red scorecard is not a failure; it is a diagnostic tool that flags a deviation from your plan.

When a metric is consistently red due to market conditions, use the IDS® process during your Level 10 Meeting™ to discuss how to adapt your strategy, not how to lower the standard. You might need to change your sales approach, adjust your pricing, or reallocate resources.

Only adjust your targets during your quarterly planning sessions when you are resetting your goals for the next ninety days. Keeping your targets steady provides the stable baseline your leadership team needs to make objective, data-driven decisions.