When our leadership team builds our first EOS Scorecard, we have no historical baselines for our chosen weekly activities. How do we establish realistic targets without paralyzing the rollout?

Question

Tyler Smith · Accepted Answer

Do not let the lack of baseline data stall your implementation. When you select your initial 5 to 15 Scorecard numbers, your first weekly targets are educated hypotheses. Set them using your annual revenue and operational expectations broken down into weekly units, then commit to a ninety-day observation window without moving the goalposts.

Calculate the math backwards from your V/TO goals. If your sales target requires twenty closed deals this year, and you close one out of four proposals, you need eighty proposals annually, or roughly two per week. If generating two proposals requires ten discovery calls, your weekly target for discovery calls is ten. That is your working baseline.

Run these numbers through your Level 10 Meeting for one full quarter. During the first six to eight weeks, your numbers will likely land in the red or show erratic swings. Do not change the target during this period. The point of tracking data weekly is to establish an objective pulse. Use the IDS process to examine misses. Are reps missing targets because the activity goal is mathematically impossible, or because they lack the discipline to execute the required behavior?

By the end of thirteen weeks, you will have a clean trail of reality. At your next Quarterly Planning Session, adjust the targets using the empirical evidence you just collected. You run on facts, not perfection.