You have been working for the company for more than a year. Achieved goals, satisfied clients and customers, new tasks - only for wages it doesn't have any effect. Forget about Bulgakov’s words: “Never ask for anything. They will come and give everything themselves.” If you hope for a telepathic connection with your manager, be prepared that the budget for an increase wages will leave for more persistent and talkative colleagues.
It is worth talking about salary increases carefully and precisely.
“I had an appointment with S., an analyst for one of the teams. “He came to us eight months ago,” says the HR manager of an IT company. - I coped with the job, but no more. He didn’t want to take on new tasks, didn’t go to internal training, and refused to help his colleagues. And he began with the fact that time has passed and he expects wages to rise.
“Indexation,” that’s how he put it. I’m still surprised that people expect promotions simply for their length of service, without putting any effort into it.”
How not to ask for a raise
Blackmail: “Either you pay me N, or I leave.” It will work at most once, and you will automatically be considered a candidate for separation.
Caprice: “I’ve been working for three years already, where’s my raise?” They pay for results, not for time. If there is no tangible benefit, your position may need to be optimized.
Rumors and gossip: “Why was Ivanova promoted and not me?” Often bonuses and salaries are part of a trade secret that employees should not disclose.
Pity: you have a mortgage, a pregnant wife, old parents... The company hires your professionalism, not your personal situation.
Closed eyes: the neighboring department is being cut, expenses are being cut, and here you are with your promotion. Be careful: you might get caught in the middle!
How to ask for a raise
After assessing, summing up, concluding a major deal: “Look, I consistently exceed the plan by 20%” or “This year I proposed a tax optimization scheme that saved us N rubles.”
When assigning new tasks: “I’m ready to take on another project. But let’s reconsider my salary level, as this will increase my workload by 30%.”
When promoted: “I would like to clarify how my income will change during the transition.”
The best time for such a conversation is the 3rd–4th quarter, as budget planning for the next year is underway.
If the meeting ends in refusal, be sure to clarify: what can you do to ensure that your salary increases? Set a time frame for when you can return to this issue.
Market offers
Have you decided to active search work. What can you do to increase your income when moving from one company to another?
- Study the market: go through several interviews, talk to a representative of a recruitment agency.
- Review resumes of similar professionals. To understand the market “fork”, you need to look at at least 50–100 resumes.
- Consider two or more job offers: this way you will relieve the internal tension “they will take it, they will not take it, they will choose it, they will not choose it” and you will be able to negotiate your salary more calmly.
- Don't accept the first job offer. If the amount offered is less than you expected, be correct but convincing: “I am very interested in your offer, but, to be honest, I expected an offer in the area .... rubles Now I’m competing in two more places, and there’s more money there. Is it possible to change your income level?
- Ask questions and evaluate the proposal holistically. Sometimes the difference in salary levels of several thousand is compensated by corporate sports, courses foreign language, lunches in the office and voluntary health insurance for family members. Find out more about the compensation package to make an informed decision.
The issue of income is a delicate and difficult one to discuss. But it is he who affects the quality of your life. Improve your negotiation skills: it will work for you throughout your career! Help you understand negotiation tactics and the intricacies of job search “
Do you want to know how to ask your boss for a salary increase so that he can’t refuse you? Then read on.
No matter how good your manager is, he does not think day and night about raising your salary. This is an extra expense for him, so your job is to make him think that you are worth the money you are asking for. You actually have to sell yourself to the company a second time, and that's not easy. Let's talk about how to correctly ask for a salary increase from your boss.
Not the best option There will be one when you, counting on inspiration and catching your boss in the corridor, stun him with this great idea. Most likely, he will refuse you. Let's take a scientific approach.
Argumentation
In addition to your personal and professional qualities, the most compelling arguments in a conversation can be two: expansion job responsibilities and the amount of work exceeding the standard load.
What arguments should you avoid?
- Your salary is below the market average. You can take a risk and hint to your boss that other companies will pay you more, but then be prepared for the boss to suggest that you look for such a company. This argument can only be used in one case: if you have been working in a company for many years and have never had your salary increased, while in the market the salaries of your colleagues have increased noticeably.
- Training. Yes, developing professional skills is a good thing, but we must not forget that it is part of your job. The manager cares about quality and deadlines, not the way you achieve results. Therefore, if you use the acquired skills to perform the same work as before, then the clause about advanced training is more suitable for a resume than for a confidential conversation with your superiors.
- Great experience. If you have been working in the same company for years, and there are not enough stars in the sky, the conclusion is that your position in the labor market is low. This means that your loyalty may be a plus for the recruiter, but not for your manager.
- Invitation to a competing company. It is extremely unwise to inform your manager that a competitor has made an offer to you. Firstly, the manager will understand that you have “sharpened your skis,” and secondly, he may perceive this information as blackmail. Guess who might be the first to get laid off?
Wrong motives
In an effort to explain your motives to your manager, it is undesirable to use the following arguments:
1. “Sidorov has the same position, but the salary is higher.”
If the employee you are referring to is overworked, the boss may wonder if he is overpaying you.
2. “I took out a mortgage, but have nothing to pay.”
Firstly, you did not consult with your boss when you took out the loan. Secondly, he may advise you to live within your means.
3. Refer to inflation and rising prices.
How to build a conversation?
The main thing you should understand for yourself is that asking for a raise means negotiating with a person whose interests do not coincide with yours, therefore, the question of how to ask for a salary increase from your boss is quite serious. And you need to prepare for a conversation no less responsibly than for negotiations with a major client.
The first thing you should do is gather information. Try to find out how salary increases occur in your company, namely: is annual indexation practiced or, perhaps, salaries are increased depending on length of service and the like. Talk to your colleagues about how to ask for a raise from your boss, examples from their personal experience may be useful to you.
In addition, you need to find out who influences the increase in your salary, your immediate boss or his supervisor. In this case, you will have to enlist the support of your boss and rely on his skill as a negotiator.
Everything has its place and time
Now about how to ask your boss for a salary increase on time. Take your time and place to talk seriously. It is believed that the best time to raise such issues is on Friday, after lunch break. At this time, the level of complacency of management usually goes through the roof.
This is, of course, a joke. Well, but seriously, feel out how things are going in the company. If the results of the last quarter leave much to be desired or your department did not fulfill the plan, asking for a raise at such a moment is the height of imprudence.
The boss's mood is also important. If in the morning there were three punishments and two dismissals, it is better to wait it out, otherwise you risk running into rudeness.
Developing a conversation script
Write a conversation script. It is clear that it is impossible to predict all scenarios, but it is necessary to think through the main ones. Write down all the possible objections with which your boss will try to change the course of the negotiations and prepare counterarguments for them.
Most likely, you guess that in response to your proposal, the boss will not throw himself on your chest with an enthusiastic cry: “How come I didn’t guess it myself?!”
Most likely, this will be an evasive answer, the purpose of which is to delay time. Perhaps your boss is the type of person who prefers to think things through before making a decision. Perhaps the decision depends not only on him and he cannot resolve the issue on his own. In any case, you need specifics, “yes” or “no,” so clarify when you can come to him for an answer.
What's next?
Suppose, after thinking everything over, your manager refuses you. Think about how you will act in this case: will you try to return to the conversation later, leave everything as it is, or look for happiness elsewhere?
Typical situations
Let's look at the situation using specific examples.
First example. How to ask your boss for a salary increase if you do not influence the company's performance.
An ordinary employee performing normal routine work. An experienced specialist, and very good specialist. The specifics of his work are such that he does not have a special impact on the financial performance of the organization. How to ask your boss for a salary increase in this case and what arguments to give?
Each specialist has tasks that characterize the success of his work. These can be personal results or the results of the entire department. Use this information to your advantage as an argument in negotiations.
If your salary has not been increased for several years, you have every right to demand an increase.
Second example. How to ask your boss for a salary increase if the range of responsibilities is blurred.
The employee has been burdened with a lot of other people’s responsibilities, he is what is called “dragging,” but thanks to his skills, experience and intelligence he manages to do it all during the working day. What arguments to use even if the length of the working day has not changed.
Unfortunately, the situation is typical. An employee loaded with someone else’s functionality, which is also not officially formalized, essentially has no rights, because It’s as if this additional work doesn’t exist.
In this situation, it would be ideal to think about how to ask your boss for a salary increase at the stage of assigning responsibilities, but if the moment is missed, you need to try to secure the support of management, especially since most often the boss knows very well how busy the person is and appreciates it .
Now imagine that you don't have the opportunity to talk to your manager face to face. For example, as often happens, you are in different cities or you do not feel confident when meeting him and are afraid that shyness will not allow you to convincingly prove your position.
Third example. How to ask for a raise if you can’t meet in person.
Let's talk about how to ask your boss for a salary increase in a letter. This option has both undeniable advantages and serious disadvantages.
The main disadvantages are the lack of eye contact, the ability to see the interlocutor’s reaction and influence it during the conversation.
However, if you take the matter seriously, all these disadvantages are compensated by undeniable advantages. And the first of them is the opportunity to think through the argument and use it to the fullest without the risk of losing sight, forgetting or confusing anything. In addition, there is no danger of arriving at the wrong moment, because... No one reads email if they are swamped with work.
Moreover, you will save your nerves, because after the letter is sent, nothing will depend on you and you will just need to wait for an answer. Needless to say, how important preparation is in this case.
Start with gratitude. But only sincerely, you probably have something to thank for the person who hired you and, perhaps, spent a lot of effort and time on your training or adaptation.
You can move on to the main thing - the reasons why your salary should be increased. List all your achievements and be sure to write how this influenced the work of the department or company as a whole.
You can do this in the form of tables or graphs. The main thing is for the manager to see that thanks to you, the success rates of the business have really increased. Please note that all the taboos in argumentation mentioned above also apply to letters.
In conclusion, it would be useful to mention your desire for professional growth and the opportunity to develop in the company. This will create a favorable impression on your boss and he will not think that you only care about money.
Now a few words about how to ask for a salary increase from your boss over the phone. The same rules apply here as in personal negotiations. Write a conversation script, in this case you can put it in front of you and peek into it as needed. And don't forget to arrange a call in advance.
And now a little information about what kind of bosses are, perhaps it will entertain you and help you prepare.
Fake Democrat
As a rule, he tries not to interfere with the work of his subordinates, giving them complete freedom of action, which makes him very similar to a true democrat. But don’t relax, such a boss, as a rule, does not explain what he really wants, and no matter what you do, it will turn out in the end that this is not what he wanted at all.
If a subordinate is suspicious and unsure of himself, such a boss can become a real punishment for him, and work will turn into a source of constant stress.
How to behave? The first and easiest option is to change your boss and find new job. True, in this case there is a risk that the next leader will turn out to be even worse than the previous one.
Second, more complex, but also the most reliable - strengthen nervous system, increase your self-esteem, work on yourself.
Man of moods
Just yesterday he was the standard of an ideal boss, but today he throws lightning bolts of reprimands, curses dirty and looks for something to find fault with. But the storm will pass and he will greet tomorrow morning in a state of melancholic calm.
Such antics from management do not contribute to the establishment of a favorable psychological environment in the team. And this only harms the work process, since he evaluates the work of his subordinates not by their abilities and results, but depending on his mood.
How to behave? A person of mood is not yet the worst option for a leader, and all that can be done is to abstract yourself in moments of outbursts, do not get excited, do not argue, but calmly listen, take into account and forgive.
Energetic vampire
In ordinary life, he is an erudite, witty intellectual. He opens a conversation with a subordinate in a quiet voice, gradually increasing the pace and volume of speech, then he gets the hang of it and begins to scold the employee, not allowing him to get a word in.
After a conversation with such a boss, subordinates usually experience a breakdown and emptiness. But the boss is transformed, his mood rises, his cheeks turn pink, and a sparkle appears in his eyes.
How to behave? The first and main rule is not to give in to provocation. Under no circumstances reciprocate the vampire's feelings, don't get excited and don't scream. This is exactly what he expects from you. Your weapon is calm and poise. As a result, he will break his teeth on you and leave you behind, they don’t like hard food.
Simple techniques will help make the task easier. “Close yourself”, just clasp your fingers, this will help save your energy potential. And at the most tense moment, just lightly bite the tip of your tongue seven times. Rest assured, it helps.
Ideal boss
If you get it, you're lucky. This leadership style distinguishes people who are smart, tactful, fair and competent, with a good sense of humor. It’s a pleasure to work under his wing; he helps every employee reach their potential and provides everyone with decent remuneration.
How to behave? Work, improve and appreciate what you have.
We can only hope that you understand how to correctly ask for a salary increase from your boss. We wish you personal and career growth!
During a crisis, one cannot count on wage growth, and the situation is aggravated by the fact that due to devaluation and double-digit inflation, real incomes are falling. In such circumstances, a request for a salary increase may be misunderstood: only those employees who are difficult to replace can count on this. If you think you're one of them, it's definitely worth a try, but first, it's better to assess the situation wisely.
Make sure the company you work for can afford the salary increase. If you feel that things are going wrong - employees are being laid off, expenses are being sharply optimized, salaries are being paid late - then no one will appreciate your courage. More likely, they will think that a competitor is luring you away or that you are preparing an ultimatum. Wait for a more favorable moment.
It is advisable that you work in your current position for at least six months, or better yet, a year. An exception is if your responsibilities have sharply increased, you spend more effort and time on your work, and therefore believe that you deserve compensation. But first, talk to colleagues who have been at the company longer than you: perhaps you have not yet reached the part of the year when all employees receive salary increases. True, during a crisis they usually don’t do this, and you have to ask yourself.
Assess what industry you work in. If you are a specialist in the banking or IT industry, then most likely it will be easier to achieve a salary increase. Competition between companies in these areas is high; they like to poach employees from each other. If you are valuable to your managers, then they will be ready to accept a promotion, even if it was not in the plans.
The most important condition is that you yourself must believe that you deserve to receive more. If you can’t convince yourself, then you definitely won’t be able to convince your boss. If you feel insecure, figure out what it is because of it - you may need to work a few more months before you can admit to yourself that you now deserve a higher salary.
If you feel that the conditions are favorable, then by all means try it. A good boss will appreciate your directness and understand that by increasing your salary, he motivates you to do even better. But to reduce the likelihood of refusal, you need to be well prepared before the conversation.
Let's start with the fact that you need to ask for a suitable salary even before How did you get a job at the company? Often people immediately agree to the first offer - in cases where they can calmly ask more money. But, firstly, you must be sure that the employer is truly interested in you, and secondly, it is better to explain why the additional money is needed: for example, you received more at your previous job and do not want to reduce your standard of living or Your apartment rent has recently been increased. You can also discuss in advance that, having completed the assigned tasks, you will receive an automatic promotion six months or a year later, after the end of the probation.
You must prepare strong arguments why you deserve a salary increase. In other words, first you exceed the plan and only then talk to your boss, and not vice versa. To make it easier to collect arguments, keep a journal of your achievements during your work. They should not be abstract, but concrete: for example, your actions led to an increase in productivity or revenue by 10%. Always note if you have taken on responsibilities not covered by the contract - your boss may not know about this because he already has enough to do.
Perhaps it's better to ask for a raise, not a salary, and in the position - or ask for an increase in salary, provided that the range of your responsibilities expands. Your willingness to do more and get paid more for it will be appreciated even in times of crisis - especially if you are already doing a good job with your current responsibilities, and the company needs additional resources. For example, if a person was recently fired and no replacement was found, offer your labor.
Study the market to decide what salary increase to ask for: compare your salary with the market average, find out how much your colleagues from other companies usually earn and how much salaries in your company usually increase. Also, proceed from the fact that if you ask for a salary increase only for a job well done, then this can be a conditional 5–10% on top, but if you take on additional responsibilities, then we can talk about a conditional 10–15%. Alternatively, you can not name the desired salary, but leave the choice to your boss - it is possible that he will offer more than you were going to ask for.
There are two approaches to when it is better to ask for a salary increase: either raise the issue during the weekly meeting, or schedule a separate meeting with a clear purpose. Choose the approach that is more convenient for you: the first is suitable for testing the waters, the second - if you have every reason to expect a salary increase.
If you are rejected, be sure to find out what you need to do. to achieve a salary increase. Once you have met the conditions, you can ask for a promotion again. If the conditions are not mentioned, perhaps you should think about getting a promotion or changing jobs.
Sometimes a step forward begins with a kick in the ass.
You are 30, 35, or maybe even 40 years old. You work in a company for your meager salary and don’t understand why your successful friends have already upgraded their iPhone 7 to iPhone X. Why is it they, and not you, who travel with their families to Cyprus, the Maldives and the UAE. Why have they already paid off their loans on a Honda Accord, VW Passat or even a Mercedes Benz ML350. You see how your colleagues go to the boss with an impudent face and demand another increase in wages, leave with a smile on their faces and go to the nearest pub to sign up.
Why THEY and not YOU?
After all, you were the best student at school, did tests for them, helped them pore over their diploma. What about the guy you invited to join your company from the Horns and Hooves private enterprise, and a year later he outpaced you? Why, before the next work report for the year, do they ask you to “cook up a list outstanding achievements“, although their main success was that they did not lose the achievements of their predecessors?
And you are such a modest guy, the smartest, most efficient and irreplaceable (damn, why is it that you are always squeaking out on vacation for one week, while these dunces rest for two weeks twice a year, not taking into account Christmas and May holidays?), so, you’re the best and you don’t get anything...
I'll tell you why this happens.
For almost 10 years now I have been working in large corporations, observing hundreds and even thousands of careers - both successful and failed. Just five years ago I was getting 100 a day from guys like you, conducting up to 10 interviews and evaluating, evaluating, evaluating. I assessed to understand who to hire for the company and who not. Who can achieve something and who cannot.
So below you will see seven simple ways receive a salary increase. Start with the first one, follow all the recommendations and move on to the next one. No need to jump between tips. Keep it in order. So let's get started.
No. 1. Ask!
Do you know why you get so little? Because 95% of bosses don't care that your wife blows your mind every time you get paid.
When she didn't have enough money for a dress. When you took her to relax as a savage, and not to a resort. Because to raise your salary, he needs to talk to his boss, justify why you need to raise your salary, talk about all your successes and achievements (do you think he remembers everything?). It’s much easier to say: Max (your colleague) came up and said that if I don’t raise his salary, he’ll go to a competitor. Or maybe your boss is saving the department budget so that he can ask for a raise for himself later.
What to do: your main task is to plant in your boss’s head the idea that you want to earn more. That you are not satisfied with your level of income. What do you want to know, what should you do to increase your salary?
How to do it: you should prepare a conversation (if you're brave) or a letter (if you're only brave enough to write to your boss once a week).
The main message of your conversation (or letter): what should or can I do to earn 30% more?
Exactly. The boss doesn't care what you've done so far. He is not interested in how much your colleagues earn or how much they pay in the market. He is only interested in what you can offer in the future in exchange for a salary increase.
Secrets: I'll share one secret with you. Any boss values employees who can solve the boss's problems. The boss doesn't like problems more than anything. They always try to blame any problems on their subordinates. If a subordinate fails, it is he who is to blame, not the boss. Therefore, think right away what problems of the boss you are ready to solve in exchange for an increase in salary. This is, of course, about work - don't think you have to be your boss's slave.
How to build your conversation (letter)
- State right away what you want to talk about.
- Explain why you want to earn more (the only thing your boss might care about is your life circumstances, so talk about the mortgage and the rising dollar, that you and your wife are planning to have a third child, or that you now need a car, which you will borrow).
- Ask under what circumstances and conditions you can earn more.
- Offer options for expanding your responsibilities or increasing work efficiency.
- Remember past successes as evidence of your ability to do better.
- Tell me the amount you are aiming for.
- Ask what you need to do to return to this conversation once you have met the conditions on your part.
An example of your dialogue (I’m giving only your phrases, but it’s obvious that your boss’s answers will be in between):
Hello, Ivan Ivanovich. I want to talk to you about my salary. My wife and I are planning a third child, so the issue of my income is very relevant to me now. I would like to discuss with you under what circumstances I can earn more? For example, I can take more clients or be responsible not only for sales, but also for marketing. Remember how successfully I was able to introduce a new shampoo to the market when all the marketers were busy with new pads? I would like to earn $2,000 per month and am willing to put in the effort. After I have completed all the requirements, how can we return to our conversation?
After the conversation, be sure to write down all your agreements and review them every week.
My experience shows that:
In 50% of cases, just one conversation with a request for an increase is enough to increase your salary.
It really works, especially if you are a really cool and valuable employee.
Bosses are afraid of such conversations. People who say they want to earn more make them afraid of getting fired. And no one wants to look for a new employee to take your place, tinker with him, teach him, adapt him and risk getting a pig in a poke.
#2: Educate yourself!
You know, there is such a phrase: “If you do the same thing tomorrow as you do today, you will have the same thing that you have today.” If you want different results, do something different. And for this - study.
See how it works. Every company has such a concept as a salary range. People in the same positions can receive salaries that differ by 25–75%. That is, you can receive $1,000, and your colleague - $1,500, performing similar functions (we are not taking bonuses into account yet). This happens for many reasons:
- You came when everyone was getting $1,000, and then the market grew, and new employees were already being recruited for $1,500.
- When you were hired, your knowledge and experience were valued at $1,000, while your colleagues were valued at $1,500.
- Your company has a formal or informal system for assessing the professionalism of employees, based on the results of which wages are revised (this kind of thing is increasingly beginning to be implemented in large Western and domestic companies).
- Someone rated your colleague’s level of professionalism higher and initiated a salary increase (your boss, your boss’s boss, the boss of another department, the HR director).
In general, there is a direct relationship between your “coolness” as a specialist and your wages. Accordingly, the cooler you become, the higher your price.
What to do: you don’t need to immediately sign up for all sorts of courses, buy a library of professional literature, or enroll in a mini-MBA (you still have to grow and grow to get a full MBA). First, you need to determine what professional and personal knowledge, abilities, skills and qualities (let’s call them competencies for convenience) are really in demand in your company and are willing to pay more to “upgrade” them. Once you understand this, all that will be required of you is to look for ways to improve these competencies and improve them.
How to do it: you need allies here. Talk with your boss, with a representative of the HR department, with agency recruiters, colleagues in the market, read magazines relevant to you, go to conferences. Once you identify the eight most in-demand competencies for your position, create a plan for their development and develop them.
Secrets: There are people who call themselves coaches. Like Buddhist monks, they guard the secret of a powerful coaching tool called balance wheel. But I'll tell you about him.
Take a sheet of A4 paper. Draw a circle. Draw it into eight sectors. It will turn out like this:
Each sector is one competency. Now rate each competency on a scale from 1 to 10, where 1 means it is not developed at all, and 10 means it is developed at the maximum level.
After the assessment, next to each competency, put a number that is equal to the difference between 10 and your score. For example, you have the competency “negotiation”, to which you gave 6 points. From 10 you subtract 6 and get 4. Then you work with this number.
Now choose three competencies that are more important than all others. Multiply the points received in them by 3. And three more competencies, which are in second place in importance. There, multiply the points by 2.
You will receive six new numbers. Choose three of them with maximum score. It is these competencies that you must develop in yourself.
If you have done this exercise, then this is already 50% success. It's just a matter of development.
Do you know why 90% of people don’t engage in self-development? They think it's expensive and they don't have time for it. I want to dispel these two myths.
Myth 1. Self-development is expensive
Complete nonsense.
In our modern world There are already so many different ones where you can get valuable information by spending only $100. Do not think or expect that after the first such event you will become a Guru. Don't think the pros know 10 times more than you. All that distinguishes the pros from you is that they went to two or three events, grasped the key idea and began to use it in their work.
Be sure to ask your HRs if they are willing to pay for all or part of your training. Find the best book on a topic that interests you (ask others for advice on which one is better, read reviews) and read it.
Myth 2. It takes a lot of time to learn
And you don’t even have enough to work.
Do you know Stephen Covey's book? Here's what he writes:
Imagine that, while walking through the forest, you see a man furiously cutting down a tree.
- What are you doing? - you ask.
- Don’t you see? - follows the answer. - I'm sawing a tree.
“You look very tired,” you sympathize. - How long have you been sawing?
“More than five hours,” the man answers. - I can barely stand on my feet! Hard work.
“So why don’t you take a break for a few minutes and sharpen your saw?” - you advise. - Things would probably have gone much faster.
- I don’t have time to sharpen the saw! - the man declares. - I'm too busy.
And don’t lie to yourself that you don’t even have 20 minutes a day for... Or that you can’t find three hours a month to watch a webinar. Or that you can’t set aside one day every six months to attend a training. What, really not? Well then, plan your next vacation so that it starts on the day of the training, and you will rest not for seven days, but for six.
#3: Expand!
So, let's imagine that you have already told your boss that you want to earn more money. You even agreed on the circumstances under which this was possible, and you began to “sharpen the saw.” It's time to take the next step - expand.
My boss once told me:
Responsibility is not something that is given to you. Responsibility is something that you take yourself and do not discuss with anyone.
So, your time has come to expand your area of responsibility.
What to do: look at what you are agreeing on with your boss now. Which of these does he least want to agree on (remember, you wrote him five letters on the topic of agreeing on new terms of work with a client, but he never responded?). Start with small things. Take responsibility for making decisions.
How to do: First, tell yourself: “Now I am beginning to take responsibility.” As soon as you make up your mind, start taking action. My secrets will help you.
Secrets: I will give you a simple scheme for increasing your responsibility. Imagine that you have the same situation that repeats every month. Let this be an agreement on working conditions with the client.
Now you write like this:
Dear Gennady Ivanovich, I ask you to agree on the terms of work with the client “Romashka”.
Now let's add a little responsibility:
« Dear Gennady Ivanovich, for this client I want to agree on the following conditions. Do you agree?"(You see, the pronoun “I” appears.)
A little more month later:
« Dear Gennady Ivanovich, I am agreeing on the following conditions for this client. Do you have any objections?"(Here you no longer express a desire, but declare an action.)
Next month:
« Dear Gennady Ivanovich, I agreed on the following conditions for this client. If you have any comments, please let me know so I can make corrections." (Here you have already announced the event, but you leave the boss the right to change something.)
If this stage was successful, then you move on to the final version. If not, and the boss told you: “Who gave you the right to agree on the terms?” - tell him about your readiness to take responsibility for agreeing on the conditions, and he has the right to be informed in the form of your reports.
So, the final stage:
« Dear Gennady Ivanovich, I am sending you a report on the agreed terms for clients, I am ready to discuss them if necessary».
Remember: the more responsibility you take, the greater your value to the company. But I want to warn you: do not fall into the trap where a new responsibility will require more time from you than you are able to devote to it. In this case, get ready to ask for additional resources (the ability to delegate some of the work to other employees, while retaining responsibility for the result).
No. 4. Perform!
Companies are divided into two types:
- in some you work for a salary, and you do not and cannot have any bonuses;
- in others, in addition to the bet, you have the opportunity to receive a bonus.
If you work in a company of the first type, skip this point immediately.
And if you are lucky enough to work in a company where there is even a small chance of a bonus, then you simply must achieve it.
Awards there are different types, here are some of them:
- monthly bonus for meeting targets;
- percentage of sales;
- fee for work done;
- premium for processing;
- Outstanding Achievement Award;
- quarterly bonus;
- bonus based on the results of the assessment for the year.
What to do: so, your task number 1 is to understand what types of bonuses are available in your company. Start by talking to your colleagues and finding out what they know. Then ask your boss or HR person a question.
How to do: listen to what your colleagues say about salaries and bonuses.
In my many years of experience, employees always talk about their salaries and discuss them among themselves. No matter how strict the company's rules are, everyone still knows each other's salaries and incomes. And if you don’t yet know about the income of your colleagues, then everything is ahead of you. Go to the pub with your colleagues and have a heart-to-heart talk. Tell them that you really don’t have enough money and are thinking about how to earn more. How to achieve a prize... Ask their advice - a Pandora's box will open in front of you. If you're lucky, take the boss with you.
Secrets: even if your position does not provide bonuses, your boss always has the opportunity to write memo to your boss and get you a bonus. Therefore, do not think that there are no bonuses at all. Think about the circumstances under which you could receive it.
No. 5. Combine!
Sometimes The best way Earning more means finding an opportunity to combine your main job with something else. And here is a list of possible combinations. Even if you don’t find an option for yourself, you will understand in what direction you can and should think.
- Combining two positions in one company. I see this quite often. Of course, no one will pay you two full rates, but you can easily get an additional payment of 30%.
- Combination of two positions for shift workers. If you work in shifts - two after two or three after three and so on, most likely your manager will give you the opportunity to work additional shifts for a colleague who has fallen ill or gone on vacation.
- Network marketing. Although I personally don’t share all the joys network business, however, there are many examples where a person makes good money doing Avon, Amway, Oriflame and other businesses. The only thing is that you must have two success factors: the gift of selling and a huge number of friends and acquaintances whom you are able to convince.
- Conducting training events. If you are a cool pro, then there are probably people who are willing to pay you for training. I know several people who conduct trainings. But usually they do not engage in sales themselves, but cooperate with companies that find them clients. Think about whether there are companies around you that are ready to sell your trainings. There is also a second category of people: they are passionate about some topic, for example, Vedic culture or makeup artistry, and conduct mini-trainings for their friends on this topic.
- The second way to make money from developing other people is to get a coaching certificate. A coach is a person who, using a certain technique, helps other people achieve their goals. Typically, a coach is a professional in a certain area in which he specializes: finance, career, health, and so on. Successful coaches charge between $100 and $200 for their coaching sessions for 60 to 90 minutes.
- Intermediary services. I know people who make money by helping people make purchases in foreign stores. This is especially true for children's things. They collect orders from their friends, place an order in a foreign store and deliver to their city.
- Deposit. This is probably the most obvious way to earn extra money, but it requires effort to start saving 5-10% of your income. You can’t do this without the help of inspiring books. I recommend reading Bodo Schaefer.
- Production of handmade goods. I have friends who bake professional cakes with different figures, there are those who make women’s jewelry, beautiful cards or notepads. Here you have to invest your labor, but if it turns out well, then over time you can earn good money.
- Providing services to others. Manicures and massages will probably be the most popular here. But there are also less popular ones: assistance in choosing a wardrobe, providing quality services in buying a used car (searching for a seller, inspecting cars, checking at a service station, trading). Think about how you could make money.
What to do: It's up to you to choose, there are a great many ways.
How to do: make your list of ideas on how you could make money. Enter ideas into it - from the quite obvious to the craziest. Let your list be as large as possible. Give it a whole week, reviewing it every night and adding a few new lines. And then choose one or two things and start doing them.
Secrets: If you are not sure which of the invented options is better, try to evaluate each of the options according to the following criteria on a scale from 1 to 10, where 10 is the highest score:
- this can, over the next five years, generate income commensurate with my salary;
- this activity gives me pleasure;
- it will utilize my talents.
Evaluate each option according to three criteria, add up the points and choose the option that scored the most points.
No. 6. Grow!
This is one of the most difficult, but also the most effective way earn more.
In my experience, the difference between the lowest paid position and the highest paid position in the average company is 100! This means that if a cleaning lady makes $200 a month, then CEO- $20,000 (without bonuses).
Additionally, there are about 13 job levels in the average company. That is, from a cleaner to a director, there are approximately 13 positions.
It is believed that career in humans it can occur on average once every three years.
On average, an employee’s salary increases by 40% upon promotion (usually 20% immediately upon promotion and another 20% after 6–12 months).
Thus, over a 20-year professional career, even from the lowest position and a salary of $200, you can grow to a salary of $2,000 (provided that the increase was 40% every three years, for a total of seven increases).
And if you start with $1,000, then up to $10,000. Not bad, right? But there are people who grow faster than others. For example, if you receive career growth every two years, then the income growth will no longer be 10 times higher, as in the example, but 29 times!
It is considered very easy. In 20 years you will have 10 promotions. Each by 40%. So, you need to calculate 1.4 to the power of 10.
Feel the difference:
| Position growth every * years | Total amount of growth in position (20 divided by the number in the first column) | Income growth over 20 years by * times | Income in 20 years if you start with $500 |
|---|---|---|---|
| 2 | 10 | 29 | 14 500 |
| 3 | 7 | 11 | 5 500 |
| 4 | 5 | 5 | 2 500 |
| 5 | 4 | 4 | 2 000 |
»
Do you now realize the importance of your career growth?
Great, start growing!
What to do: I give step by step instructions.
Step 1. First, determine what you love to do most in life. If you have seriously decided to think about a career for the next 20 years, then you need to choose something worthwhile, because you will devote a very large part of your life to this business.
Step 2. Draw your career ladder for 20 years. We decided that ideally you should have up to 10 promotions. Don't waste your time on trifles, aim for the position of CEO. Believe me, in 20 years any person who is purposefully engaged in his development is capable of becoming general director. This means you need to draw your path from your current position to CEO.
Here is an example of a telecom company with more than 5,000 employees:
- Sales Specialist ↓
- Senior Sales Specialist ↓
- Leading Sales Specialist ↓
- Sales Manager ↓
- Head of Sales Group ↓
- Head of Sales Department ↓
- Head of Sales Department ↓
- Head of Sales Directorate ↓
- Commercial Director ↓
- General Director ★
Step 3. Now forget about your career ladder and focus solely on the next position (in my example, senior sales specialist). Ask yourself, and then your boss, a question: what do you need to know, do, be able to do in order to be promoted? Focus on this question, finding the answer, and putting action into action in the next two years.
Step 4. Repeat the third step each time after the next increase.
Step 5. Hire yourself a coach who will help you in your growth to insure your success.
How to do: remember, your career growth has several criteria for success:
- Goal setting - you should set a clear goal for yourself every time, for example, to become a senior sales specialist by 01/01/2017.
- Learning - no need to indulge yourself with illusions. Without training, you will not have constant growth. Therefore, plan your training (how exactly - I already wrote above).
- Expanding your responsibility is the only way you will grow. No one will come to you and give you a little more responsibility (and career growth is essentially an increase in responsibility). They will always look to see if you take on a little more responsibility than others or not. You already know how to take on more responsibility.
- High level of performance - you have to work a little more efficiently than others, these are the people who get promoted.
- Good relationship with management - I'm not talking about the need to be a suck-up, no. What we are talking about here is that you must be able to communicate well with your manager and the heads of other departments. Nobody wants to promote people who are unable to build relationships with their colleagues. And your leaders today are your colleagues tomorrow.
Secrets: go to the zoo, look at the wolves. I'm serious! Watch them and you will notice one feature that no one else has. This feature is that wolves are always on the move! Always real. They never stand or sit, they are constantly moving. Hence the saying:
The wolf's legs feed him.
Wolves know that to survive they must move. In winter and summer, in rain and heat... You must become the same wolf.
You must always move. Moving means acting, taking the initiative, developing, communicating a lot with colleagues and other company employees, generating ideas at meetings, speaking publicly. You must always perform more actions than all your colleagues. This is the only way you will get ahead of them.
No. 7. Go away!
So, let’s imagine that you followed all my recommendations from the text above for two or three years and did not get any results.
But let's not lie to ourselves. When I write “done,” it means that you did even more than I wrote.
Even so, here is the test you must pass:
Count how many times you answered “yes”? If you haven't scored 16 points, it's too early for you to think about leaving. You know, people are used to blaming others. If your salary doesn’t grow, it’s always easier to blame your manager. But if you haven’t done all 16 actions to increase it, then the problem is only you.
But if you diligently completed all 16 points and your salary has not changed, run. Run away from these scoundrels!
But, as my friends, career coaches and consultants, like to say, finding a job is all about . So let's talk a little more about this.
What to do: There are several things you should do to find a job. This is a checklist that you must fill out 100% ↓
How to do: job search is a creative process that requires a lot of energy and Have a good mood. I advise you to combine it with something especially pleasant for you. Start going to the gym while looking for a job or going fishing every weekend. Or maybe finally take a driving course. Do you drive? Then on extreme driving. For English and speed reading courses.
Buy it for yourself good vitamins and drink every day, improve your diet and sleep. Your life should be like that of a bride before her wedding. You need to get married or marry a good employer, and he must like you.
Secrets: I will share with you the last secret of a careerist, and you will understand why ordinary people work in bad jobs.
I'll start with a small one statistics from the life of a recruiter.
In order to choose for yourself a good place To work, we need to get at least three real proposals.
To receive each of these offers, we will need to go through a minimum of five interviews. So that's 15 interviews for three offers.
Before the interview, the recruiter will conduct a short telephone interview with us. Typically, recruiters call more candidates than they want to invite for an interview. Let's assume that only one out of three calls will result in a real interview for us. This means that for 15 interviews we will need 45 telephone interviews.
But they don’t always call. In reality, only one out of 10 or even 30 resumes sent results in a phone call. Let's take an average of 20 submitted resumes for one call. And for 45 calls such resumes need to be sent as many as 900.
Now let's think: if we want to find a job in three months (90 days), then how many resumes should we send per day? Exactly - 10 resumes per day!
How does it usually happen? One to five resumes per week. Well, even five a week - for 900 resumes you will need 180 weeks...
Now do you understand why people usually don’t find a normal job? They barely find at least one real job offer (and often they receive this offer after they have greatly lowered their standards after a series of failures).
Conclusion
Submit from 10 to 50 resumes per week.
It doesn’t matter whether there are so many suitable vacancies. Just understand that your goal is to find from all available sites from 10 to 50 vacancies that are most interesting, and send your resume there.
Uninteresting vacancies will give you experience in passing interviews (and in 30% of them you may actually be offered a more interesting position), and interesting ones will give you a potential job offer.
Well, that’s the end of my story about finding a job. This is only a small part of what I would like to convey, and someday I will write a book about careers and job search, but for now I suggest keeping in touch through my