Our weekly Level 10 Meeting™ scorecard is filled with trailing indicators that consistently show up red, meaning we only discover we missed our targets after the week is already over. How do we pivot our weekly pulse to focus on leading indicators that allow us to save the week before the meeting even starts?

Question

Tyler Smith · Accepted Answer

A scorecard made up entirely of trailing indicators is like trying to drive a car by only looking in the rearview mirror. By the time you see a red number during your weekly Level 10 Meeting™, the damage is already done, and you are forced to react to past failures rather than proactively managing your future. To fix this, you must redesign your scorecard to focus heavily on leading indicators. These are activity-based numbers that predict future success. For example, instead of tracking closed sales, which is a trailing indicator, you should track the number of outbound sales calls made or discovery meetings booked. If those leading numbers are green, your sales target will naturally follow. If they are red, you have an early warning system. You can drop the red metric to the Issues List during the meeting and solve it before it turns into a missed sales goal. Go through your scorecard with your leadership team and challenge every single metric. Ask if the metric is telling us what happened or predicting what will happen. Aim for a healthy balance of leading and trailing indicators.