Glossary
Measurable
A measurable is a single number owned by one person, with a goal against it and a period, and it is what a Scorecard row or a Rock finish line is made of. The word covers anything countable that somebody can actually change. If two people own it, or it arrives a month late, it is a report rather than a measurable.
01
How EOS® uses measurables
EOS uses measurables in three places: the rows of the weekly Scorecard, the numbers attached to the one-year plan and the three-year picture, and the finish line on a Rock. The requirement is identical in all three. One owner, one number, a goal, and a date by which it either was or was not hit.
Teams argue about opinions until somebody puts a number and a name on the table. Insisting that every measurable has exactly one owner is the part that does the work, because a shared number is nobody's number and gets discussed instead of moved. It also makes the weekly meeting fast, which is the thing people notice first.
Worked example: A recruitment firm counted placements per month, which everybody agreed was the number that mattered and nobody could affect on a Tuesday. They broke it into three weekly measurables owned by three people: qualified candidates submitted, client interviews booked and offers out. Placements stopped being the topic of the meeting and became the result of it.
Sources: Traction, Gino Wickman, chapter on Data; eosworldwide.com/eos-tools
Scorecard
A Scorecard is a weekly table of five to fifteen numbers that tells a leadership team whether the business is on track, one owner and one goal per row.
02Weekly Number
A weekly number is the figure that goes into one row of the Scorecard for the week just finished, reported by its owner as on track or off track.
03Rocks
A Rock is one of the three to seven priorities a team commits to finishing in the next ninety days, with one owner and a clear finish line.
04KPI examples by department: sales, ops, finance, HR
Concrete KPI examples for each department in a small company, tagged leading or lagging and weekly or monthly, to help you build a Scorecard that works.
Start with a real question
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