七点助你成功加薪

 　　Negotiate a Better Raise

　　A CEO told me a story about a salesperson¹ who asked for a raise. She asked the salesperson, "Why do you deserve a raise?"

　　"Because I made less this year than I did last year," explained the salesperson.

　　"That's because you sold less this year than you did last year," said the CEO.

　　"I know. And I want you to make it up to me," said the salesperson.

　　This salesperson is no longer working for this organization.

　　So how and when should a salesperson ask for a raise? Understanding your boss's point of view will help you position your raise as a good thing for the company, instead of a good thing for you. Here are seven points to consider before negotiating a better deal:

　　1. Make Sure You Have Clout².

　　The salesperson in the example above didn't have clout. Coming off a bad year or quarter is the wrong time to test your value. With clout, you could find yourself with a better offer from the company or on the free agent market.

　　A better offer from another firm validates³ your claim that you're worth more to the company you're working for. If your boss wants to keep you, you have the clout to establish the parameters⁴ of your raise. However, if you use the "here's-what-I'm-worth-to-another-company" ploy⁵, you have to be willing to leave.

　　2. Watch Your Timing⁶.

　　Don't even think about asking for a raise until you've been there a year or more. Your value to the company increases when you have some customer relationships that you can leverage⁷ for increased sales and referrals.

　　3. Ask for Small Increases in Your Base Salary Based on Inflation.

　　If it's been a while since your base pay was adjusted, this ploy might work. However, the trend today is for lower bases and increased incentives⁸. This lets companies reduce fixed⁹ expenses while rewarding you for meeting company expectations.

　　4. Be Willing to Take an Expanded Role in the Company.

　　You have both a job and a role as a salesperson. Your job is to sell and make your quota¹⁰. Your role is to mentor¹¹ that new salesperson and be part of the team.

　　Your role means supporting your boss in sales meetings, not rolling your eyes and sighing when the new demands come down from corporate¹², and not promising¹³ clients things that your production people can't deliver. Bosses bend over backwards¹⁴ to keep salespeople¹⁵ with good attitudes and look for excuses to fire the malcontents.

　　5. Negotiate for Perks¹⁶ That Don't Cost the Company More Taxes and Benefits.

　　Companies don't have to pay workers' compensation and FICA on an extra week of vacation, a trip or increased car or cell phone allowances. It's income to you, but not as costly¹⁷ in cash outlay¹⁸ as a raise.

　　6. Ask for Extra Incentives After You've Made Your Quota.

　　That's the easiest thing for your boss to give you. Imagine getting an additional 10 percent, or even 20 percent, on everything you sell once you've made your commission. This works, because your boss has to deliver a number to his boss. Once you help deliver that number, you've got more clout and people want you to stay.

　　7. Make It a Winning Situation for You and Your Boss.

　　In the scenario¹⁹ in the beginning of this article, the only winner would have been the salesperson. The boss didn't get increased performance. Show that you're willing to take on more responsibility. Be willing to do some of the work before you get paid to demonstrate that you deserve the increase .

　　Asking for a raise is just like asking for an order. Practice your presentation. Be as prepared for this meeting as you would be for a presentation to a major customer. Arm yourself with facts and figures on your performance. Position the raise as a benefit to the company. And finally, make sure your boss sees you as a winner and not a whiner²⁰.

　　一位执行总裁给我讲了一个故事，是关于一名销售人员向她要求加薪的。她问那名员工：“为什么你应该得到一份更高的薪水呢?”

　　“因为今年我得到的薪水比去年还要少。”这名销售人员解释道。

　　“那是因为你今年的销售业绩不如去年。”这位执行总裁回答道。

　　“我知道。所以我想让您帮帮我。”这名销售人员说。

　　这名销售人员现在已经不再在这家公司工作了。

　　所以一名销售人员应该在什么时候以什么样的方式来要求加薪呢?了解你的老板的想法能够帮助你把给自己加薪描述成一件有益于公司的好事，而不仅仅只是于你有利。以下是在和老板协商加薪之前应该考虑的七点：

　　1.确定你有要求加薪的底气

　　上面例子中的那名销售人员就根本没有底气。刚刚遭遇了一个失败的销售年度或者季度，并不是时候去老板那里验证你的价值。如果你有好的业绩，你就会发现自己能够在公司或者在代理自由市场上得到一份更好的合约。

　　得到另外一家公司提供的更好的合约能够证明你对于正效力的公司更有价值所言非虚。如果你的老板想留住你，你就能够决定加薪的幅度。但是，如果你坚持“这是我在那家公司所能得到的”策略，你就准备好离开吧。

　　2.注意时机

　　除非你在这家公司已经工作一年或者更长时间，否则千万不要想去要求加薪。只有当你与一定数量的顾客群体建立了固定联系，并且能够通过他们来增加销售和转介业绩之后，你对于公司才算比较有价值。

　　3. 基于通货膨胀要求基本薪水的小幅提升

　　如果你的基本薪水调整之后有一段时间了，这个策略可能会奏效。但是，如今的趋势是底薪越来越低，而奖金越来越高。这让公司减少了固定支出，而如果你的业绩符合公司的期望，就能够得到额外的奖励。

　　4.乐于为公司做更多的事情

　　作为一名销售人员，你既有一份工作，也有一个自己的角色。你的工作是销售并且完成自己的配额。你的角色就是帮助指导新的销售人员并且成为团队的一分子。

　　你的角色意味着你应该在销售会议上帮助支持你的老板，而不是当公司新的任务下来的时候，眼睛转来转去，哀叹连天，更不能向你的客户承诺一些生产商并不能提供的服务。老板们总是拼命留住那些态度积极的销售员，同时找机会炒掉那些心存不满的销售人员。

　　5.与老板商量得到一些不会让公司额外交税或者有损公司利益的补贴

　　公司不需要支付员工的赔偿和一周额外假期的社会保险，旅行或者额外轿车或者手机津贴。对于你来说这些也是收入，但却不象直接加薪那样难。

　　6.在你完成配额之后，要求额外的奖励

　　这是你最容易从老板那里得到的。想象一下，只要你完成你的配额后，你就能够得到额外销售额的百分之十，甚至百分之二十。这个方法奏效，因为你的老板要向他的老板提供一个数字。一旦你帮忙提交了这个数字，你就更有底气了，他们也就更希望你留下了。

　　7.让加薪对于你和你的老板来说成为一个双赢的局面

　　在本文开头的场景当中，唯一的赢家只能是那位销售人员。老板并没有得到更好的销售业绩。向老板展示你非常乐意担负起更多的责任。要乐于在获得报酬之前多做一些事情来告诉老板你应该获得加薪。

　　要求加薪就好像争取一份订单。演练好你的陈述。像为一名重要客户准备介绍演讲那样为这次会面做好准备。用你出色业绩的事实和数字来武装自己。把加薪定位成一件对于公司有利的事情。最后，确定你的老板认为你是一个成功者，而不是一名哀诉者。

1 salesperson   

n.售货员，营业员，店员

参考例句：

• A salesperson works in a shop.售货员在商店工作。
• Vanessa is a salesperson in a woman's wear department.凡妮莎是女装部的售货员。

2 clout   

n.用手猛击；权力，影响力

参考例句：

• The queen may have privilege but she has no real political clout.女王有特权，但无真正的政治影响力。
• He gave the little boy a clout on the head.他在那小男孩的头部打了一下。

3 validates   

v.证实( validate的第三人称单数 )；确证；使生效；使有法律效力

参考例句：

• Other research validates that when it comes to chocolate, type does matter. 其他的研究也证实了不同种类的巧克力确实功效不同。 来自互联网
• Trouble shoots equipment, review and validates data and complete reports. 管理错误描述设备，审查并确认试验数据，完成试验报告。 来自互联网

4 parameters   

因素，特征； 界限； （限定性的）因素( parameter的名词复数 )； 参量； 参项； 决定因素

参考例句：

• We have to work within the parameters of time. 我们的工作受时间所限。
• See parameters.cpp for a compilable example. This is part of the Spirit distribution. 可编译例子见parameters.cpp.这是Spirit分发包的组成部分。

5 ploy   

n.花招，手段

参考例句：

• I think this is just a government ploy to deceive the public.我认为这只是政府欺骗公众的手段。
• Christmas should be a time of excitement and wonder,not a cynical marketing ploy.圣诞节应该是兴奋和美妙的时刻，而不该是一种肆无忌惮的营销策略。

6 timing   

n.时间安排，时间选择

参考例句：

• The timing of the meeting is not convenient.会议的时间安排不合适。
• The timing of our statement is very opportune.我们发表声明选择的时机很恰当。

7 leverage   

n.力量，影响；杠杆作用，杠杆的力量

参考例句：

• We'll have to use leverage to move this huge rock.我们不得不借助杠杆之力来移动这块巨石。
• He failed in the project because he could gain no leverage. 因为他没有影响力，他的计划失败了。

8 incentives   

激励某人做某事的事物( incentive的名词复数 )； 刺激； 诱因； 动机

参考例句：

• tax incentives to encourage savings 鼓励储蓄的税收措施
• Furthermore, subsidies provide incentives only for investments in equipment. 更有甚者，提供津贴仅是为鼓励增添设备的投资。 来自英汉非文学 - 环境法 - 环境法

9 fixed   

adj.固定的，不变的，准备好的；(计算机)固定的

参考例句：

• Have you two fixed on a date for the wedding yet?你们俩选定婚期了吗？
• Once the aim is fixed,we should not change it arbitrarily.目标一旦确定，我们就不应该随意改变。

10 quota   

n.（生产、进出口等的）配额，（移民的）限额

参考例句：

• A restricted import quota was set for meat products.肉类产品设定了进口配额。
• He overfulfilled his production quota for two months running.他一连两个月超额完成生产指标。

11 mentor   

n.指导者，良师益友；v.指导

参考例句：

• He fed on the great ideas of his mentor.他以他导师的伟大思想为支撑。
• He had mentored scores of younger doctors.他指导过许多更年轻的医生。

12 corporate   

adj.共同的，全体的；公司的，企业的

参考例句：

• This is our corporate responsibility.这是我们共同的责任。
• His corporate's life will be as short as a rabbit's tail.他的公司的寿命是兔子尾巴长不了。

13 promising   

adj.有希望的，有前途的

参考例句：

• The results of the experiments are very promising.实验的结果充满了希望。
• We're trying to bring along one or two promising young swimmers.我们正设法培养出一两名有前途的年轻游泳选手。

14 backwards   

adv.往回地，向原处，倒，相反，前后倒置地

参考例句：

• He turned on the light and began to pace backwards and forwards.他打开电灯并开始走来走去。
• All the girls fell over backwards to get the party ready.姑娘们迫不及待地为聚会做准备。

15 salespeople   

n.售货员，店员；售货员( salesperson的名词复数 )

参考例句：

• The shop usually employs additional salespeople for the Christmas toy trade. 这家商店通常雇一些临时售货员来做圣诞节玩具生意。 来自《现代汉英综合大词典》
• Under our new system, salespeople sit down with each of our dealers. 根据新的制度，销售人员应逐个地同承销商洽商。 来自辞典例句

16 perks   

额外津贴，附带福利，外快( perk的名词复数 )

参考例句：

• Perks offered by the firm include a car and free health insurance. 公司给予的额外待遇包括一辆汽车和免费健康保险。
• Are there any perks that go with your job? 你的工作有什么津贴吗？

17 costly   

adj.昂贵的，价值高的，豪华的

参考例句：

• It must be very costly to keep up a house like this.维修这么一幢房子一定很昂贵。
• This dictionary is very useful,only it is a bit costly.这本词典很有用，左不过贵了些。

18 outlay   

n.费用，经费，支出；v.花费

参考例句：

• There was very little outlay on new machinery.添置新机器的开支微乎其微。
• The outlay seems to bear no relation to the object aimed at.这费用似乎和预期目的完全不相称。

19 scenario   

n.剧本，脚本；概要

参考例句：

• But the birth scenario is not completely accurate.然而分娩脚本并非完全准确的。
• This is a totally different scenario.这是完全不同的剧本。

20 whiner   

n.哀鸣者，啜泣者，悲嗥者，哀诉者

参考例句：

• He was a whiner, always complaining of the costs in his Family business. 他整天嘀嘀咕咕，老是埋怨自己的家族企业开销太大了。 来自教父部分
• And finally, make sure your boss sees you as a winner and not a whiner. 最后，确定你的老板认为你是一个成功者，而不是一名哀诉者。 来自互联网