Most salespeople are underperforming. Here are 9 suggestions to help you turn your results around, take control of your life and prosper without having to hire a coach.

1. “Start with Why”: Some sources say that only 20% of people set goals. I know that many salespeople are inheriting their company’s quota as their goal. Search within yourself for your personally meaningful and compelling goal that’ll give you the horsepower for greatness.
2. Self-Awareness: 95% of people believe they’re self-aware, but research suggests only 10-15% are. Use the act of writing to learn more about yourself; I recommend that you write down the 7 beliefs that if you changed, would help you. Then think about the 7 beliefs that you would replace them with. If you’re really committed, ponder your answers to these 100 questions.
3. Audit: There is a science to becoming a Rainmaker but most people live in the confusion of it being a black-box. You need to run like your own business which means you should immediately audit: how you spent every hour last week, your performance data (activity, conversions, revenue, referrals, renewal, etc) and your pipeline (kill fake pipeline now). As part of this work, you will want to understand what beliefs and skills you need to change in order to achieve the goal you want. For what it’s worth, I believe the best tool is OMG’s Sales Evaluation of the 21 core selling competencies (benchmark yourself against 2M).
4. Plan: Demystify the journey ahead with a plan. Based on your goal: what activity you need to do, how you need to spend your time, what your daily behaviour metric (non-negotiable) needs to look like, how many sales you need. In addition, who do you need to become? Mindset, philosophy, beliefs, traits, habits etc. Write it all down.
5. Accountability: You now have a goal, an awareness of what needs to get done, a plan in order to get it done. The next bit is all in execution. Now it’s time to climb the commitment staircase. Commit like it’s your ticket to the goal you so desperately want. Write it down with a date, sign it and share it with those you love. Tell others and ask them to hold you to account. Find a manager, peer, a peer group or mastermind to ensure that you get it done. Say:Do Ratio must be 100%, no less. If you’re short of a group that can help you get to your goals, you may want to consider reading about the Junto mastermind or starting your own.
6. Relationships: There hasn’t been a successful man that has done it alone. Find, nurture and develop the relationships that can help you achieve your huge goal. Your customers, partners, your internal partners (CS, Marketing, SDRs, Leadership, Product), Top performers, Mentors, Family members, friends etc. This exercise will also lead you to exclude those that will get in the way of you achieving what you want to.
7. Learning is Oxygen: find top performers, video tape, books preferably old, blogs, dedicate time to studying with focus, perfect practice, roleplay, getting feedback, deal reviews, win/loss reviews and make sure that you are teaching your people too. Einstein and Feynman encouraged this, that’s good enough for me. Having a peer group will invariably help here.
8. Become The Expert: 84% of business buyers expect sales representatives to act as trusted advisors. How can you do that if you are not the expert? Interview customers, the customer team, your customer success team, implementation team, leadership team, prospects, read books they read, get ahead, network, go to events and develop the habit of abject curiosity. 
9. “If you ain’t having fun, then you’re doing it wrong” - Rick. Have you ever had a server who was having the worst time? Think about the implications of that? If you love what you do, you can retire on the spot and still get paid for it. You’ll become obsessed, passionate and real. You’ll have gratitude, joy and momentum. Everything starts to conspire towards you achieving your goal. 

What’s written here has worked for me. If you take it seriously, it will work for you too.

At some point, you’ll want bigger results and faster progress.

When that time comes, you’ll know where to find us. Until then, go make it happen.