Goodhart’s Law and deal velocity: when the metric starts hurting the decision

The model

When a measure becomes the target, teams can optimise the measure rather than the underlying outcome.

Apply it to deal desk

If turnaround time is the only visible metric, the system can become excellent at moving exceptions quickly while weak at testing whether the commitment still makes sense.

Use balanced measures

Track speed alongside margin quality, rework, escalation quality, delivery outcomes and the share of commitments that need repair.

The better target

Faster clarity. Good deals should move fast; difficult deals should reach the right decision with less rework.