Our industry is experiencing massive demand fluctuations, making our historical scorecard targets obsolete. How do we set realistic weekly targets on our scorecard when the market is moving too fast for historical data to be useful?

Question

Tyler Smith · Accepted Answer

When your industry is facing high volatility, trying to set static scorecard targets based on historical data is a recipe for frustration. If your targets are too high due to a sudden market drop, your team will stop looking at the scorecard because it feels impossible to win. If they are too low, you will miss opportunities. To solve this, transition your scorecard targets to a rolling average baseline or capacity-based thresholds. For example, instead of setting a fixed sales target based on last year's performance, set the target as a percentage of your current pipeline velocity or a rolling four-week average. This allows your weekly targets to adapt dynamically to market trends while still holding the team accountable to maintaining momentum. Alternatively, focus your targets entirely on input-driven metrics that your team can control, regardless of market conditions. If client demand drops, your team cannot force clients to buy, but they can control outbound prospecting calls, client check-ins, or system optimization projects. Focus your targets on these controllable leading indicators to ensure your team remains active and disciplined. When the market stabilizes, you can adjust the targets back to absolute financial outcomes during your next Quarterly Collaborative.