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It’s mid-December, and things are starting to slow down in many sales offices. With Christmas less than a week away, people are spending time shopping, attending parties, writing holiday cards, and generally enjoying the season. What a great time of the year to focus some of your attention on your business WHY! 


As a sales coach, I work with clients that struggle to determine their goals. Sometimes it is because they don’t have a strong enough WHY. The WHY is your true north. It is the reason you get up in the morning and do what you do. Your WHY might be unconscious. Your WHY might be as obvious as you do your job to put food on the table and ensure your family has what they need. 

At the core of all of us is a strong desire to make an impact. It is your WHY. Maybe it is your family. How wonderful! Perhaps it is with a particular community or group of people. Maybe it’s yourself, proving to yourself what you can achieve. All these factors play into finding your WHY. 

During a slow time of the year, take notice of where you spend your time, energy, and money. This is the first clue into your WHY. The holidays provide a great opportunity to remind us of our values and purpose. If you haven’t noticed already, we focus our time and energy on what is most important to us. Finding your WHY helps to push us through the tough days and is the reason we celebrate the successes! 

How do you find your WHY? Here are a few suggestions: 


  • Pay attention to how you spend your time, money, and energy
  • How would you spend your days if you had $1M coming in every year?
  • What would you buy?
  • What would you do?
  • What impact would you want to make on your family, community, organization, or the world?
  • Write your eulogy: how do you want to be remembered?

As we take time at the end of the year to count our blessings and look forward to turning the calendar to the new year, focus some of that time on reminding yourself WHY you do what you do. We are motivated by things that touch our hearts and minds. Finding your WHY will touch yours.

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