時尚雙語:7要點助你成功獲得加薪

【英文原文】

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.

【中文譯文】

一位執行總裁給我講了一個故事，是關於一名銷售人員向她要求加薪的。

她問那名員工：“爲什麼你應該得到一份更高的薪水呢?”

“因爲今年我得到的薪水比去年還要少。”這名銷售人員解釋道。

“那是因爲你今年的銷售業績不如去年。”這位執行總裁回答道。

“我知道。所以我想讓您幫幫我。”這名銷售人員說。

這名銷售人員現在已經不再在這家公司工作了。

所以一名銷售人員應該在什麼時候以什麼樣的方式來要求加薪呢？瞭解你的老闆的想法能夠幫助你把給自己加薪描述成一件有益於公司的好事，而不僅僅只是於你有利。以下是在和老闆協商加薪之前應該考慮的七點：

1.確定你有要求加薪的底氣

上面例子中的那名銷售人員就根本沒有底氣。剛剛遭遇了一個失敗的銷售年度或者季度，並不是時候去老闆那裏驗證你的價值。如果你有好的業績，你就會發現自己能夠在公司或者在代理自由市場上得到一份更好的合約。

得到另外一家公司提供的更好的合約能夠證明你對於正效力的公司更有價值所言非虛。如果你的老闆想留住你，你就能夠決定加薪的幅度。但是，如果你堅持“這是我在那家公司所能得到的”策略，你就準備好離開吧。

2.注意時機

除非你在這家公司已經工作一年或者更長時間，否則千萬不要想去要求加薪。只有當你與一定數量的顧客羣體建立了固定聯繫，並且能夠通過他們來增加銷售和轉介業績之後，你對於公司纔算比較有價值。

3. 基於通貨膨脹要求基本薪水的小幅提升

如果你的基本薪水調整之後有一段時間了，這個策略可能會奏效。但是，如今的趨勢是底薪越來越低，而獎金越來越高。這讓公司減少了固定支出，而如果你的業績符合公司的期望，就能夠得到額外的獎勵。

4.樂於爲公司做更多的事情

作爲一名銷售人員，你既有一份工作，也有一個自己的角色。你的工作是銷售並且完成自己的配額。你的角色就是幫助指導新的銷售人員並且成爲團隊的一分子。

你的角色意味着你應該在銷售會議上幫助支持你的老闆，而不是當公司新的任務下來的時候，眼睛轉來轉去，哀嘆連天，更不能向你的客戶承諾一些生產商並不能提供的服務。老闆們總是拼命留住那些態度積極的銷售員，同時找機會炒掉那些心存不滿的銷售人員。

5.與老闆商量得到一些不會讓公司額外交稅或者有損公司利益的補貼

公司不需要支付員工的賠償和一週額外假期的社會保險，旅行或者額外轎車或者手機津貼。對於你來說這些也是收入，但卻不象直接加薪那樣難。

6.在你完成配額之後，要求額外的獎勵

這是你最容易從老闆那裏得到的。想象一下，只要你完成你的配額後，你就能夠得到額外銷售額的百分之十，甚至百分之二十。這個方法奏效，因爲你的老闆要向他的老闆提供一個數字。一旦你幫忙提交了這個數字，你就更有底氣了，他們也就更希望你留下了。

7.讓加薪對於你和你的老闆來說成爲一個雙贏的局面

在本文開頭的場景當中，唯一的贏家只能是那位銷售人員。老闆並沒有得到更好的銷售業績。向老闆展示你非常樂意擔負起更多的責任。要樂於在獲得報酬之前多做一些事情來告訴老闆你應該獲得加薪。

要求加薪就好像爭取一份訂單。演練好你的陳述。像爲一名重要客戶準備介紹演講那樣爲這次會面做好準備。用你出色業績的事實和數字來武裝自己。把加薪定位成一件對於公司有利的事情。最後，確定你的老闆認爲你是一個成功者，而不是一名哀訴者。　

【詞彙講解】

1. validate vt. 證實；確證

The ticket has to be stamped by the airline to validate it.
須經航空公司蓋章，該機票才能生效。

2. ploy 計謀

It is all a ploy to distract attention from his real aim.
那純粹是障眼法，用以分散人們對他真正意圖的注意力。

3. leverage 影響

He has some leverage over the politician.
他對這位政界人士有些影響。

4. incentive n.激勵某人做某事的事物；獎金

A little bonus will give the employees an incentive to work harder.
一點獎金可以刺激僱員更加努力地工作。

5. malcontent n. 不滿者

All the trouble are caused by a handful of malcontent.
這些是非都是由一小撮不滿分子搬弄的。

6. compensation n.補償[賠償]物，補償[賠償]金

He paid a sum of money as a compensation for the loss in the fire.
他付了一筆錢作爲這次火災損失的補償。

7. outlay n.支出；費用

You can expect a higher outlay for rent in a city than in the country.
城市的房租比農村要高。

8. scenario n. (電影、戲劇等的)劇情說明；腳本

Here's one scenario: Husband David is obsessively neat and organized.
有這樣一幕劇；丈夫戴維是一個非常愛整潔和有條理的人。

【語法和詞組】

1. A CEO told me a story about a salesperson who asked for a raise.
一位執行總裁給我講了一個故事，是關於一名銷售人員向她要求加薪的。

raise有很多意思，可以表示“提起，舉起，豎起”；“增加，提升”；“撫養”，例如：

When he saw the principal, he raised his hand in salutation.
他看到校長時舉手敬禮。

They raised their output by more than half in less than three years.
不到三年，他們把產量提高了一半還多。

The old man likes raising rabbits, chickens, dogs and horses.
這個老人喜歡養兔子、雞、狗和馬。

在本句中，raise 表示“ (工資、薪金的)提升，增加”，例如：

We got a pay raise across the board.
我們所有全體員工都被提升了工資。

2. Bosses bend over backwards to keep salespeople with good attitudes and look for excuses to fire the malcontents.
老闆們總是拼命留住那些態度積極的銷售員，同時找機會炒掉那些心存不滿的銷售人員。

bend over 在本句中表示“千方百計”，例如：

We bend over backwards to keep young people out of prison.
我們千方百計使年輕人免致犯罪入獄。

同時，bend over 還有“彎腰，彎曲”的意思，例如：

As Jim bent over to pick up the pen, he felt a sharp pain in his back.
吉姆彎腰撿起鋼筆時, 覺得背部一陣刺痛。

3. Arm yourself with facts and figures on your performance.
用你出色業績的事實和數字來武裝自己。

arm with 表示“用……武裝”，例如：

Armed themselves with loaded pistols.
用裝有子彈的手槍武裝他們