October 2009
I used to manage a large sales team. My then employer as a favour to his friend recruited his son. Nepotism and the young man’s incompetence turned me into a full time babysitter. After a couple of months I called him into my office. Our conversation started with his sales targets. He’d missed them all. I also mentioned our computer network. It was still corrupted with an unknown virus he’d downloaded. I flagged how disappointed the other inhabitants of the office building were with the burnout he performed just that morning in the subterranean car park.
“Do you see where I am going with this?” I asked,
“I do!” he said confidently and then smiled, “actually I was going ask, I’ve been here a while now and really feel like part of the team. I think I deserve a raise!”.
Naturally some people deserve a raise more than others. It helps to be strategic. Start preparing months before asking for a raise. This will mean you can prepare your case and also demonstrate how deserving you are.
Be a self promoter. If you have had a great success let your managers know. Sometimes a quick email to your superior highlighting what you’ve done will simply keep you in their minds eye. Use direct language without being bombastic and be to the point about what you have achieved. Keep records on what you bring to the company. Have you increased profits, found great new client or reduced expenses? If you receive good feedback from a co-worker, or better still a boss; record it!
Save the email or make a note in your diary. It might sound naff, but you can use this information during your next performance revue or promotion interview. Use facts, figures and keep your Key Performance Indicators (KPIs) up to date. Strong numbers will always back up your raise request. This is particularly true in sales. Great sales people will know instantly how much they’ve sold, how profitable they are and also where they are placed in respects to their sale targets.
Take on extra responsibilities and try to expand your role. Simply doing that little bit more will stand you out from others in your work place. Opening the office or arriving early will be noticed. Leaving after the boss will also impress. Mentoring new staff can also be a great way to ingratiate you with management. This also demonstrates your interest in growing your role. When the raise opportunity comes around you’ll be able to show you are already doing more than your job description. More than anything else you’ll need to ask! Don’t get emotional or nervous. If you’re deserving, and have planned well you will be more successful.
Asking doesn’t always guarantee success. I told my young employee to be on much better behaviour if he wanted to keep his job much less get a raise. He left for an appointment. I couldn’t believe it when I was able to hear the revving of his engine and the squealing of tyres all the way from the subterranean car park.
Evan Davis
