谈成一份更高的加薪（中/英）

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　　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。
   


Negotiate a Better Raise

   
A CEO told me a story about a salesperson 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 Clout.
   
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 validates 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 parameters of your raise. However, if you use the "here's-what-I'm-worth-to-another-company" ploy, you have to be willing to leave.
   
2. Watch Your Timing.
   
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 leverage 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 incentives. This lets companies reduce fixed 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 quota. Your role is to mentor 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 corporate, and not promising clients things that your production people can't deliver. Bosses bend over backwards to keep salespeople with good attitudes and look for excuses to fire the malcontents.
   
5. Negotiate for Perks 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 costly in cash outlay 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 scenario 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 whiner.
   
　　编辑：曾妍

来源：中华英才网 　作者：Chris Lytle 　发表时间：2005-12-27

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