Our business is highly seasonal, which makes our weekly Scorecard numbers fluctuate wildly depending on the month. How do we establish meaningful metrics that don't constantly trigger false alarms during our low season?

Question

Tyler Smith · Accepted Answer

Seasonality can make a weekly Scorecard feel useless if your targets are static. When you enter a low season, your metrics will drop below your annual average, triggering constant false alarms during your Level 10 Meeting™. If your metrics are always red, your team will develop alarm fatigue and start ignoring the Scorecard entirely.

To solve this, you must adjust your Scorecard approach to reflect your seasonal business cycles.

First, do not use flat annual averages as your weekly targets. Instead, establish seasonal baselines. Your targets should change based on the quarter or month you are in. A red metric should indicate a performance issue relative to that specific season, not relative to your peak season.

Second, focus your Scorecard on leading indicators that measure activity rather than trailing outcomes. Even if sales volume is low, the leading activities that drive future business, such as prospecting calls, system maintenance, or training hours, must remain high.

Third, use your quarterly Rock-setting process to tackle seasonal operational adjustments. This keeps your leadership team focused on building capacity during the slow periods so you can maximize revenue during your peak times. By aligning your metrics with operational reality, you keep your team focused on what they can actually control.