Our leadership team spends half of our scorecard review arguing about which software has the correct data, as Salesforce and HubSpot show different pipelines. How do we establish a single source of truth for our weekly scorecard?

Question

Tyler Smith · Accepted Answer

When a leadership team spends their weekly meeting debating whether the data in Salesforce is more accurate than the data in HubSpot, you have a data hygiene crisis. This debate is a form of operational friction that delays decision-making and erodes trust in the EOS® process.

To resolve this, you must establish a single source of truth for every scorecard metric. This requires creating a clear, written definition document for each of your five to fifteen numbers.

This definition must specify three things:

- The exact database or system where the data is housed.
- The specific query, report, or filter used to extract the number.
- The exact day and time the data must be pulled.

If you agree that Salesforce is the official system of record for the sales pipeline, then HubSpot data is completely irrelevant for the leadership scorecard. Any discrepancy between the systems is a data hygiene issue that should be solved outside the meeting.

Once you define the source of truth, the debate stops. Your leadership team can then focus on what the numbers are telling them rather than questioning the validity of the numbers themselves.