Thanks to your feedback, we’re now offering a TL;DR summary—so if you're short on time, start there to get the gist. But if you’re ready to dive deeper, keep reading for the full insights, stories, and wisdom that make Paper Napkin Wisdom what it is!
TL;DR – Execution That Works (Rocks, Leads, FAA)
1. Rocks:
Rocks are 90-day priorities that must be SMART-T:
- Specific, Measurable, Actionable, Relevant, Time-bound, and Transparent.
- They create focus and drive meaningful progress.
2. Lead vs Lag:
- Lagging indicators show results.
- Leading indicators are weekly actions that predict success.
- Tracking leads de-risks execution and builds momentum. Momentum is contageous.
3. Focus → Align → Act (FAA):
Use this rhythm to bring it all together:
- Focus on SMART-T rocks
- Align lead + lag indicators
- Act with weekly reviews and real-time adjustments
Together, these create a system for clarity, accountability, and consistent wins.
In this week's Paper Napkin Wisdom Weekly:
- Paper Napkin Wisdom Preview
- Step 1: Why the Right Rocks Drive Real Results
- Step 2: Leading vs. Lagging Indicators: The Secret to De-Risking Execution
- Step 3: Execute with Rocks, Leads, and Lags
- Two Blueprints, Need One?
- Week in Review
- Why This is a Must-Read Guide Before Choosing Any Coach
Paper Napkin Wisdom Podcast Preview
This is the only place where we give you a sneak peek into what's coming up on Paper Napkin Wisdom. Remember to share this with anyone who needs to hear these messages.
Epsiode 228: Warren Rustand, get ready for an unforgettable episode! A visionary leader, entrepreneur, and former White House appointee, Warren has spent decades shaping high-performance leadership. In this conversation, he’ll share game-changing insights. His previous appearance is one of the all time most downloaded shows. Get it here.
Epsiode 229: Sheelagh Whittaker, from leading billion-dollar companies to breaking barriers in the boardroom, Sheelagh brings bold insights on leadership, transformation, and thriving in uncertainty. Don’t miss this episode packed with wisdom from a true trailblazer!
Epsiode 230: Ted Nolan has lived a story of resilience, leadership, and unwavering determination. A former Jack Adams Award-winning coach and a proud advocate for Indigenous communities, Ted knows what it takes to rise against the odds and lead with heart. This is more than hockey—it’s about the mindset of champions.
Epsiode 231: Laura Burke, a powerhouse in strategy, leadership, and executive transformation. With deep expertise in corporate growth, governance, and leadership coaching. If you’re serious about leveling up your leadership game, this is the conversation you need to hear.
Epsiode 232: Hristo Arakliev, Co-Founder of Hyperzon, shares how bold action and intentional identity shape the path of entrepreneurship. We dig into how leaders create momentum by becoming who they choose to be — one step at a time. This one’s packed with insight you’ll want to reflect on.
Epsiode 233: Stephanie Szostak, from Hollywood to wholehearted leadership! You may know her from the big and small screen, but she gets real about what it means to live your truth with courage, love, and yes... even humor. This isn’t just a conversation — it’s a masterclass in authenticity and reinvention. You don’t want to miss the bold wisdom she drops, straight from her napkin to your heart.
Stay connected with Paper Napkin Wisdom on Apple, YouTube, and Spotify to be the first to hear these incredible episodes!
Why the Right Rocks Drive Real Results
In a world where speed, clarity, and execution define winning businesses, rocks have become more than just quarterly buzzwords. They’re the tactical building blocks of your company’s momentum strategy.
But let’s step back:
What is a rock, really?
Where did the term come from? Why does it matter more than ever in today’s dynamic leadership environments?
Let’s dig in — and reshape how you use rocks to power aligned, accountable, and accelerated growth.
Where the Term “Rock” Comes From
The term rock was popularized by Stephen Covey’s famous Big Rocks analogy — where he demonstrated that if you don’t place the big rocks (your most important priorities) in a jar first, they’ll never fit once it’s filled with sand and pebbles (distractions and busywork).
Many business operating systems, strategists and coaches (EOS, ScalingUP, etc) adapted this analogy into a quarterly execution model — where each leader or team sets 1–5 rocks each quarter. These are the non-negotiables — the 90-day objectives that keep strategy alive and moving forward.
But in the modern leadership playbook, a rock is more than just a to-do. It’s a high-leverage commitment that fuels speed, trust, and growth. Most people struggle here and that's ok because the familiar is comfortable, the unfamiliar is uncomfortable. And it doesn't have to be hard ... let's dig in.
What a Rock Really Is
At Paper Napkin Wisdom, we believe that clarity drives action, and action drives results.
A rock, when done right, is:
- A commitment to strategic movement (with action at the heart)
- A focus lens for the team - what winning really looks like
- A test of your priorities - what's the ONE priority that makes everything else easier, unnecessary or already done
- A momentum-builder — because success is built in 90-day wins
It's a promise to take action now that moves you closer to your bigger picture. Teaser alert: we'll be digging into the above more.
Use the SMART-T Framework to Get It Right
We’ve taken the SMART goal model and elevated it for strategic execution.
SMART-T = Specific • Measurable • Actionable • Relevant • Time-bound • Transparent
Let’s break that down:
✅ Specific – Everyone knows exactly what the outcome is. No vague intentions.
✅ Measurable – Success can be tracked with clear metrics or milestones.
✅ Actionable – The rock leads to real, tangible progress. It's not just a task — it initiates movement.
✅ Relevant – It aligns directly with company objectives, your 1-year plan, or your 3-year vision.
✅ Time-bound – There’s a deadline. 90 days means 90 days.
✅ Transparent – Everyone sees it. Leading and lagging indicators are visible. Weekly reporting builds shared accountability and progress momentum.
Rocks that meet all six SMART-T criteria create focus, trust, and momentum across your team. Momentum is contageous.
Good, Better, and Best: 3 Levels of Rock Examples
Let’s walk through three real-world examples to show the difference between an okay rock, a better one, and a fully optimized SMART-T rock.
🚀 Rock Example 1: Sales Process Improvement
🧱 Not-So-Good Rock (but better than nothing):
“Improve the sales process.”
Vague, unmeasurable, and lacking any clear action or deadline. Better than having no rock, but just barely.
🔧 Better Rock (SMART):
“Design and document a 5-step inbound sales process by June 30, and complete team training.”
Specific, measurable, actionable, relevant, and time-bound. This is a solid rock — it tells the team what’s expected.
💎 SMART-T Rock:
“Design and document a 5-step inbound sales process by June 30, complete training with 100% of team members, and track usage through CRM compliance weekly.”
- Leading indicator: 100% of reps complete 1 training module per week and share takeaways at weekly standup
- Lagging indicator: 90% adherence to process in CRM by July 1
- Reporting: Reviewed every Monday in team huddle”
Now you’ve added transparency, weekly visibility, and both leading and lagging indicators. This rock drives real-time execution and cultural follow-through.
🚀 Rock Example 2: LinkedIn Growth
🧱 Not-So-Good Rock (but better than nothing):
“Grow on LinkedIn.”
What does “grow” mean? How do we know we’ve succeeded? At least it gives a direction.
🔧 Better Rock (SMART):
“Grow company LinkedIn followers by 20% (from 5,000 to 6,000) by June 30 through weekly content and three partner collaborations.”
Clear, measurable, relevant, and time-bound. You can act on this and see movement.
💎 SMART-T Rock:
“Grow company LinkedIn followers by 20% (from 5,000 to 6,000) by June 30 using 2 weekly content posts, 3 partner collabs, and staff resharing strategy.”
- Leading indicators: Content posted 2x/week, 3 partner posts published by June 10, track growth of each post to map themes to follower growth
- Lagging indicator: 6,000 followers by June 30
- Reporting: Visibility in weekly marketing meeting + Slack dashboard”
This version makes the work visible to the team. It brings accountability and cross-functional engagement — not just a social number.
🚀 Rock Example 3: Hiring Sales Reps
🧱 Not-So-Good Rock (but better than nothing):
“Hire salespeople.”
This is more of a wish than a rock. It gives no direction, scope, or accountability.
🔧 Better Rock (SMART):
“Hire 2 full-time SDRs by June 15, using our updated recruiting funnel.”
Better — now it’s clear, measurable, actionable, and tied to the quarter.
💎 SMART-T Rock:
"Hire 2 full-time SDRs by June 15 using our updated recruiting funnel."
- Leading indicators: Daily outreach to 2 qualified candidates via LinkedIn and 5 qualified interviews/week starting April 1
- Lagging indicator: Offer signed and onboarding scheduled by June 15
- Reporting: Weekly recruiting pipeline update shared with leadership every Friday
Now the rock is not only about outcomes — it’s about visibility of progress. Everyone sees the score. Everyone shares the momentum.
Why SMART-T Rocks Drive Real Momentum
Most companies set goals. Fewer create momentum.
SMART-T rocks:
- Turn strategy into execution
- Create cultural accountability
- Break down silos through visibility
- Build real-time adaptability when things get off track
You don’t need more rocks.
You need better rocks — rocks that matter, move, and multiply your effort.
Make Rocks Part of Your Weekly Operating Rhythm
Here’s how to make SMART-T rocks work for your team:
- 🎯 Limit to 1–5 per person/team – Focus wins.
- 📌 Set them early, review weekly – In team huddles or standups.
- 🔍 Assign clear ownership – Every rock needs a name.
- 📊 Track leading and lagging indicators – Drive action and measure impact.
- 📣 Share transparently – Visibility drives trust and performance.
When rocks are reviewed weekly, everyone knows what matters and how we’re doing — together.
Final Thought: Rocks Aren’t Just Tools — They’re Culture
When done right, rocks change more than what gets done.
They change how teams think, lead, and execute.
They create a culture where:
- Focus beats distraction
- Clarity beats chaos
- Action beats intention
So the next time you set a rock, don’t just write a task.
Define a promise. Create a movement. Build a win.
Let’s build momentum, together.
Leading vs. Lagging Indicators: The Secret to De-Risking Execution
If you're serious about execution, you need to measure more than outcomes — you need to track the right inputs that drive those outcomes.
That’s where the difference between leading and lagging indicators becomes critical.
✅ Lagging Indicators
Lagging indicators measure results — what already happened.
They tell you if you won or lost… but only after the fact.
You can’t change them — you can only react to them.
Examples:
- Revenue
- Customer churn
- Closed deals
- Monthly website traffic
- of hires completed
⚡️ Leading Indicators
Leading indicators are the drivers of success.
They’re actions or signals you can control and measure weekly.
If you do them consistently, they almost guarantee success on your lagging indicators.
Examples:
- Number of outbound sales calls per day → (leads to closed deals)
- Daily demos booked → (drives new customer acquisition)
- Qualified candidates connected with daily → (leads to successful hires)
- Two social posts per week → (drives follower growth)
- Number of 1:1 client touchpoints → (improves retention)
🚨 Why This Matters: Leading Indicators De-Risk Execution
When your team focuses only on lagging indicators, you're constantly looking in the rearview mirror. By the time you realize you're off-track — it’s often too late to fix it.
Leading indicators shift your mindset from reactive to proactive.
They help you:
- Catch problems before they impact results
- Make progress visible in real-time
- Adjust quickly when needed
- Build confidence that you’re on track
In short, leading indicators de-risk execution by giving you early warning signals and real levers to pull now — not later.
🧠 It’s a Skill Worth Learning (and Sharing)
Let’s be real — thinking in terms of lead and lag indicators isn’t intuitive at first.
It takes practice. But the payoff is massive.
When you learn it — and more importantly, when you teach your team to think this way — everything shifts.
You build a culture where:
- Progress is visible before results arrive
- People take ownership early
- Execution becomes part of the rhythm
This is one of the most valuable mindset upgrades a team can make.
✏️ What’s the leading indicator for your #1 rock this quarter?
Write it down. Track it weekly.
Teach your team to think this way — and watch the lagging results take care of themselves.
Execute with Rocks, Leads, and Lags
It’s one thing to set a goal.
It’s another to actually achieve it.
And it’s something else entirely to build a repeatable system where your team hits goals quarter after quarter — because they know how to turn ideas into action, and action into results.
That’s where the Focus → Align → Act framework comes in.
It’s a simple, powerful rhythm that helps teams bring clarity to chaos and connect the dots between strategy and execution.
And when used properly, it becomes the bridge that ties together your rocks, your leading indicators, and your lagging results — into a system that de-risks execution and builds momentum.
Let’s break down how it works.
Step 1: FOCUS – Define the Rocks That Matter Most
This is where the work begins.
Focus means narrowing your attention to the few big things that matter most right now. These are your rocks — the 1–5 high-impact priorities that will move the business forward in the next 90 days.
A good rock answers this question:
“If we only accomplished one thing this quarter, what would make the biggest difference?”
To make them even more effective, use the SMART-T model:
- Specific
- Measurable
- Actionable
- Relevant
- Time-bound
- Transparent
Without focus, everything feels like a priority — and nothing gets done.
With clear rocks, the team knows what’s important, what’s not, and where to put their best energy.
Step 2: ALIGN – Set the Right Leading and Lagging Indicators
Here’s where focus becomes executable.
Once you know what you’re committed to, the next step is to define how you’ll measure success.
Start with:
- Lagging Indicators – These are your outcomes. They tell you if you achieved the goal.
- Leading Indicators – These are your inputs. They’re the weekly, trackable actions that predict success.
To align well, ask:
“What are the one or two weekly activities that, if done consistently, would guarantee success of this rock?”
Then make those indicators visible to the whole team. This transparency is what creates alignment — it removes ambiguity, encourages accountability, and invites collaboration.
Aligned teams don’t just know the goal — they know how to win every week.
Step 3: ACT – Build a Weekly Rhythm of Execution
This is the difference between strategy on paper and real momentum.
Execution doesn’t happen quarterly — it happens weekly.
Set a cadence where rocks and lead indicators are reviewed regularly (in your leadership meeting, team standup, or Slack dashboard).
This weekly rhythm allows you to:
- Spot issues early
- Reallocate resources before it’s too late
- Celebrate progress in real time
- Reinforce the why behind the work
Here’s a simple weekly check-in structure:
- What’s the status of your rock? (On track / Off track / At risk)
- How are your leading indicators trending?
- What needs to happen this week to stay on track?
When every team member is responsible for their leads — and sees how they tie into the collective rock — execution becomes a shared culture, not a top-down task.
Why Focus → Align → Act Works
Because it’s not just a framework — it’s a rhythm.
It creates:
- Clarity of purpose (Focus)
- Visibility of progress (Align)
- Consistency of action (Act)
And most importantly — it allows leaders to de-risk execution by creating early signals of whether the team is on track.
Instead of finding out in Week 12 that the rock is off course, you know in Week 3 — and can adapt.
That’s the power of bringing rocks, leads, and lags together.
Final Thought: Build It, Teach It, Lead It
This way of working — thinking in SMART-T rocks, leading indicators, and weekly rhythms — isn’t always natural.
It’s a leadership skill. A muscle.
And once developed, it becomes a superpower.
So teach your team how to use Focus → Align → Act.
Build it into your culture.
Make progress visible and contagious.
Because teams that master this don’t just hit their goals —
they build momentum that lasts.
Two Blueprints, Need One?
The Demand Blueprint gives you a simple, battle-tested system to attract more leads, convert them into loyal customers, and scale with confidence.
With small, actionable steps and a four-week plan, this guide will help you fix the root cause of weak demand, build trust-based sales relationships, and create real-time engagement that drives sustainable growth.
The Demand Blueprint is usually $9.99, but as a Paper Napkin Wisdom subscriber, you save 50%. For just $5, you’ll get a clear, step-by-step roadmap to help you move from inconsistent sales to predictable, scalable growth.
The Profit Blueprint (an e-book) gives you a simple, battle-tested system to take control of your finances—whether in your business or your household. With small, actionable steps and a four week plan, this guide will help you stop running out of money and start building financial freedom. The Profit Blueprint is usually $9.99 but as a Paper Napkin Wisdom subscriber you save 50%. For just $5, you’ll get a clear, step-by-step roadmap to turn profit into a habit, not an accident.
Week in review
This week on the Paper Napkin Wisdom podcast, we explored two transformative episodes that tackled impactful themes of leadership, resilience, and harnessing potential.
In Episode 226, Tom Schwab challenges traditional marketing models by urging entrepreneurs to ditch the outdated funnel mindset and embrace meaningful conversations instead. As the founder of Interview Valet, Tom shares how trust, not traffic, drives real business growth — and why podcast interviews are one of the most powerful tools for building authority and connection in today’s noisy digital landscape. This episode is a must-listen for leaders ready to rethink marketing as a relationship-building engine rather than a numbers game! Listen now on Apple.
In Episode 227, Luis Velasquez shares the powerful mindset shift that helped him thrive—not just survive—after a life-altering diagnosis of a brain tumor. Drawing from his personal journey and work with high-performing leaders, Luis reveals that resilience isn’t about bouncing back, but about intentionally growing forward. This inspiring conversation is a blueprint for leaders who want to transform adversity into purpose and lead with courage, compassion, and clarity Listen now on Apple.
Check them out here:
