We operate a seasonal business where client demand swings by over 200 percent between peak season and the slow season. How should we set weekly Scorecard targets so the metrics remain meaningful instead of turning completely red for half the year?

Question

Tyler Smith · Accepted Answer

A static weekly target in a cyclical business is useless. If your annual sales target is divided equally across 52 weeks, your team will see red for five months and green for seven months regardless of actual execution. That destroys the Scorecard as a leading management tool.

In a seasonal company, weekly Scorecard targets must be dynamic by quarter. When you complete your quarterly planning session and refresh your V/TO®, establish the weekly targets for the upcoming thirteen weeks based on your seasonal operating budget. If the first quarter historically represents 15 percent of annual volume and the third quarter represents 40 percent, your weekly Scorecard goals for Q1 must reflect that 15 percent run rate. A green number in January should represent hitting your January pace, not your July pace.

Furthermore, track counter-cyclical leading indicators during the off-season. When customer volume drops, shift off-season measurables to pipeline building, preventative maintenance, standard operating procedure documentation, or talent cross-training. That ensures your leadership team maintains weekly accountability and operational readiness all year long.