Our business is highly seasonal, with seventy percent of our revenue hitting in Q3. How do we set realistic weekly Scorecard targets that do not look permanently red in the winter and green in the summer?

Question

Tyler Smith · Accepted Answer

If your business is highly seasonal, using a static, flat annual target on your weekly Scorecard will destroy your team's morale and render your data useless. Your team will ignore red numbers in the off-season because they are expected, and they will ignore green numbers in the peak season because they are too easy to hit.

To fix this, you must implement dynamic, phased targets on your Scorecard. Instead of dividing your annual goal by fifty-two, set your weekly targets based on your historical seasonal curve.

For example, if your winter sales are historically low, your target for weekly proposals sent in January might be ten, while your target for July might be fifty. This ensures your team is always being measured against what is realistic for that specific week, keeping the pressure and motivation consistent year-round.

Additionally, use the off-season to track different, predictive metrics. When operations are slow, your focus should shift to prep work and capacity building. Track metrics like hiring pipeline, training hours completed, equipment maintenance checks, or marketing lead generation.

By adjusting your targets to match your seasonal rhythm, your Scorecard remains an accurate diagnostic tool. A red number in January will actually mean something is wrong with your off-season prep, rather than just representing the winter slump. This keeps your team focused on winning every week, regardless of the season.