Our weekly Level 10 Meeting Scorecard is almost entirely green every week, yet our quarterly financial performance is flat and we are missing our growth targets. How do we use our meeting to address this disconnect?

Question

Tyler Smith · Accepted Answer

When your weekly Scorecard is consistently green but your quarterly business results are flat, you are tracking the wrong metrics. This disconnect occurs when a leadership team tracks lagging indicators or soft, activity-based numbers that do not actually drive business growth. Your Level 10 Meeting™ is only as effective as the data driving it.

To fix this, you must audit your Scorecard to ensure you are tracking true leading indicators. A leading indicator is a weekly metric that predicts a future result. For example, tracking the number of proposals sent is a leading indicator of future revenue, whereas tracking closed sales is a lagging indicator that only tells you what happened in the past.

Bring this disconnect to your next meeting as a high-priority issue. Challenge every single metric currently on your Scorecard. Ask the team: If this number is green for twelve weeks, does it guarantee we will hit our quarterly goals? If the answer is no, that metric is either defined incorrectly or does not belong on your primary leadership Scorecard.

Additionally, look at the activity targets. Your targets might be too low, or you may be tracking easy activities instead of high-impact ones. For instance, you might be tracking phone calls made when you should be tracking initial meetings completed.

Evolve your Scorecard so that it serves as an early-warning system. When your leading indicators are accurate, a red metric on your weekly Scorecard will give you a three-to-four-week head start to solve the underlying issue before it damages your quarterly results.