We just shifted our strategic direction on our V/TO to target a completely different customer profile, which makes our historical scorecard targets irrelevant. How do we reset our weekly scorecard targets during a strategic pivot without destroying our team's historical data comparisons?

Question

Tyler Smith · Accepted Answer

When you pivot your strategy on your V/TO® to target a new customer profile, your historical weekly scorecard targets will inevitably clash with your new reality. Many owners make the mistake of leaving their old targets in place, which demoralizes the team, or changing them constantly, which destroys accountability.

The correct way to handle a strategic shift is to treat your Scorecard as a living document that must evolve with your business. When you make a strategic pivot, review your current weekly metrics during your quarterly meeting.

Identify which metrics are no longer relevant to your new target market. For instance, if you are moving from high-volume transactional sales to low-volume enterprise sales, a target of fifty outbound cold calls a week might be useless. You may need to replace it with a metric tracking deep research reports completed on target accounts.

Establish a clean, clean break for the new quarter. Document the change on your Scorecard and explain the context to your team. Do not worry about losing historical data comparisons for irrelevant metrics. It is far better to have a fresh, highly accurate baseline for your new strategy than years of perfect data for a strategy you are no longer pursuing.