Our business experiences severe seasonal spikes and dips throughout the year, which makes our fixed weekly Scorecard targets look wildly inaccurate depending on the month. How do we manage scorecard targets for a highly seasonal business without constantly changing the numbers and undermining accountability?

Question

Tyler Smith · Accepted Answer

Tracking metrics in a seasonal business can be incredibly frustrating if you use a single, static weekly target. During your peak season, your numbers look artificially green, hiding operational inefficiencies. During your slow season, your numbers are constantly red, leading to unnecessary panic and metric fatigue in your Level 10 Meeting™. To solve this, you must build seasonal expectations directly into your Scorecard targets. Instead of a single annual average, calculate your weekly targets based on historical seasonal trends. Divide your year into distinct operational blocks or quarters, and adjust the targets for those specific periods during your quarterly planning sessions. For example, if your summer sales are historically double your winter sales, your weekly lead generation target should reflect this reality. Alternatively, you can track a rolling average on your Scorecard, such as a four-week moving average, to smooth out weekly volatility. Whichever method you choose, make sure the targets are agreed upon and locked in before the quarter begins. This maintains absolute accountability while ensuring your red and green flags represent true operational health rather than predictable seasonal shifts.