Our scorecard is entirely green and every target is being hit, but we still missed our quarterly revenue goal. What is wrong with our scorecard and how do we fix it?

Question

Tyler Smith · Accepted Answer

If your weekly scorecard is consistently green but you are still missing your quarterly revenue goals, your scorecard is lying to you. This misalignment typically occurs because your metrics are either lagging indicators masquerading as leading ones, or your targets are set too low.

First, audit the predictive power of your metrics. If your sales seat owner is hitting their target for outbound calls every week, but revenue is flat, then outbound calls are not a predictive indicator of revenue. You may need to track a different activity, such as qualified proposals submitted or face-to-face meetings completed.

Second, examine your targets. Your targets should be challenging but achievable, directly tied to your quarterly Rocks and the goals outlined in your V/TO®. If your targets are too easy, your team will hit them without putting in the effort required to grow the business.

Bring this issue to your next Level 10 Meeting™ and use the IDS® process to dissect the disconnect. Ask your team if the current metrics actually drive the results you want. If they do not, change them. Your scorecard is a living document that must be continuously refined until it accurately predicts your operational reality and financial success.