We are adding three new metrics to our weekly scorecard but have no historical data to base our targets on. How do we set realistic weekly goals without just guessing?

Question

Tyler Smith · Accepted Answer

It is common to lack historical data when launching new initiatives or measuring activities for the first time. Do not let a lack of perfect data paralyze you from tracking. You must start somewhere, even if it is an educated guess.

Begin by calculating your target backward from your overall goals. If your V/TO specifies a target of one million dollars in new revenue this year, calculate how many average sized deals you need to close each week. From there, use your best industry estimates to work backward to the number of proposals and leads required.

If the metric is purely operational, ask the seat owner to estimate what is realistic based on their experience. Set a tentative target for the next four weeks, and make it clear to the team that this is a pilot goal.

Run the metric for thirty days without judging misses too harshly. Use this period to gather baseline data. At the end of the month, review the actual results and adjust the target to a level that is challenging but achievable. The goal is to start measuring immediately, as bad data is easily corrected, but zero data keeps you blind.