Our department heads are hitting their weekly Scorecard metrics but our actual revenue is lagging, indicating they might be tracking the wrong leading indicators or massaging the data. How do we reset our Scorecard to reflect reality?

Question

Tyler Smith · Accepted Answer

If your department heads are hitting their weekly Scorecard metrics but your company is still missing its revenue targets, your Scorecard is tracking the wrong data. Leaders often track lagging indicators or easy-to-hit activity metrics to make themselves look good.

To fix this, your Scorecard must focus strictly on leading indicators. These are weekly, measurable actions that predict future success. For example, do not track closed sales; track the number of qualified sales presentations completed.

Additionally, ensure that every metric on your Scorecard has a single owner. That owner is accountable for the accuracy of the data and must report it without spin.

If you suspect scorecard manipulation, use your weekly Level 10 Meeting™ to run IDS® on the metrics themselves. Ask your team if these numbers truly reflect the health of the business.

By resetting your Scorecard to focus on hard, predictive data and enforcing total ownership, you eliminate subjective reporting. This provides you with an accurate, real-time pulse of your operations, allowing you to make proactive adjustments before issues impact your bottom line.