Our business experiences intense seasonal spikes where sixty percent of our revenue is generated in the fourth quarter. How do we set realistic weekly Scorecard targets without constantly changing our numbers?

Question

Tyler Smith · Accepted Answer

If your business is highly seasonal, setting static weekly targets will break your accountability system. Your team will look at red numbers all summer and feel defeated, then look at green numbers all winter and become complacent. You must adapt your Scorecard targets to match your operational reality without constantly changing the metrics themselves.

To handle seasonality, do not change the actual metrics. Instead, use a rolling seasonal target system. At the start of each quarter during your Quarterly Collaboration meeting, adjust the weekly targets for the upcoming ninety days to match your projected seasonal volume.

For example, your target for weekly sales calls might be thirty during the slow summer months, but seventy during your peak autumn ramp-up. The metric remains the same, but the target is calibrated to reality.

Another effective approach is to track a rolling twelve-week run rate or a year-over-year weekly comparison. This allows you to see if you are performing better or worse than the same week last year, completely neutralizing the seasonal bias. This keeps your weekly meetings highly focused on actual performance rather than debating the natural, predictable ups and downs of your industry.