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.

 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：“為什麼你應該得到一份更高的薪水呢?”

“因為今年我得到的薪水比去年還要少。”這名銷售人員解釋道。

“那是因為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(suo)以(yi)一(yi)名(ming)銷(xiao)售(shou)人(ren)員(yuan)應(ying)該(gai)在(zai)什(shen)麼(me)時(shi)候(hou)以(yi)什(shen)麼(me)樣(yang)的(de)方(fang)式(shi)來(lai)要(yao)求(qiu)加(jia)薪(xin)呢(ne)？了(le)解(jie)你(ni)的(de)老(lao)板(ban)的(de)想(xiang)法(fa)能(neng)夠(gou)幫(bang)助(zhu)你(ni)把(ba)給(gei)自(zi)己(ji)加(jia)薪(xin)描(miao)述(shu)成(cheng)一(yi)件(jian)有(you)益(yi)於(yu)公(gong)司(si)的(de)好(hao)事(shi)
，而(er)不(bu)僅(jin)僅(jin)隻(zhi)是(shi)於(yu)你(ni)有(you)利(li)。以(yi)下(xia)是(shi)在(zai)和(he)老(lao)板(ban)協(xie)商(shang)加(jia)薪(xin)之(zhi)前(qian)應(ying)該(gai)考(kao)慮(lv)的(de)七(qi)點(dian)：

1.確定你有要求加薪的底氣

shangmianlizizhongdenamingxiaoshourenyuanjiugenbenmeiyoudiqi。ganggangzaoyuleyigeshibaidexiaoshounianduhuozhejidu，bingbushishihouqulaobannaliyanzhengnidejiazhi。ruguoniyouhaodeyeji，nijiuhuifaxianzijinenggouzaigongsihuozhezaidailiziyoushichangshangdedaoyifengenghaodeheyue。

得de到dao另ling外wai一yi家jia公gong司si提ti供gong的de更geng好hao的de合he約yue能neng夠gou證zheng明ming你ni對dui於yu正zheng效xiao力li的de公gong司si更geng有you價jia值zhi所suo言yan非fei虛xu。如ru果guo你ni的de老lao板ban想xiang留liu住zhu你ni，你ni就jiu能neng夠gou決jue定ding加jia薪xin的de幅fu度du。但dan是shi
，如ru果guo你ni堅jian持chi“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

chufeinizaizhejiagongsiyijinggongzuoyinianhuozhegengchangshijian，fouzeqianwanbuyaoxiangquyaoqiujiaxin。zhiyoudangniyuyidingshuliangdegukequntijianlilegudinglianxi，bingqienenggoutongguotamenlaizengjiaxiaoshouhezhuanjieyejizhihou，niduiyugongsicaisuanbijiaoyoujiazhi。

3. 基於通貨膨脹要求基本薪水的小幅提升

如ru果guo你ni的de基ji本ben薪xin水shui調tiao整zheng之zhi後hou有you一yi段duan時shi間jian了le，這zhe個ge策ce略lve可ke能neng會hui奏zou效xiao。但dan是shi
，如ru今jin的de趨qu勢shi是shi底di薪xin越yue來lai越yue低di
，而er獎jiang金jin越yue來lai越yue高gao。這zhe讓rang公gong司si減jian少shao了le固gu定ding支zhi出chu


，而er如ru果guo你ni的de業ye績ji符fu合he公gong司si的de期qi望wang

，就jiu能neng夠gou得de到dao額e外wai的de獎jiang勵li。

4.樂於為公司做更多的事情

作(zuo)為(wei)一(yi)名(ming)銷(xiao)售(shou)人(ren)員(yuan)，你(ni)既(ji)有(you)一(yi)份(fen)工(gong)作(zuo)
，也(ye)有(you)一(yi)個(ge)自(zi)己(ji)的(de)角(jiao)色(se)。你(ni)的(de)工(gong)作(zuo)是(shi)銷(xiao)售(shou)並(bing)且(qie)完(wan)成(cheng)自(zi)己(ji)的(de)配(pei)額(e)。你(ni)的(de)角(jiao)色(se)就(jiu)是(shi)幫(bang)助(zhu)指(zhi)導(dao)新(xin)的(de)銷(xiao)售(shou)人(ren)員(yuan)並(bing)且(qie)成(cheng)為(wei)團(tuan)隊(dui)的(de)一(yi)分(fen)子(zi)。

nidejiaoseyiweizheniyinggaizaixiaoshouhuiyishangbangzhuzhichinidelaoban
，erbushidanggongsixinderenwuxialaideshihou，yanjingzhuanlaizhuanqu，aitanliantian
，gengbunengxiangnidekehuchengnuoyixieshengchanshangbingbunengtigongdefuwu。laobanmenzongshipinmingliuzhunaxietaidujijidexiaoshouyuan，tongshizhaojihuichaodiaonaxiexincunbumandexiaoshourenyuan。

5.與老板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gong司si不bu需xu要yao支zhi付fu員yuan工gong的de賠pei償chang和he一yi周zhou額e外wai假jia期qi的de社she會hui保bao險xian
，旅lv行xing或huo者zhe額e外wai轎jiao車che或huo者zhe手shou機ji津jin貼tie。對dui於yu你ni來lai說shuo這zhe些xie也ye是shi收shou入ru，但dan卻que不bu象xiang直zhi接jie加jia薪xin那na樣yang難nan。

6.在你完成配額之後，要求額外的獎勵

這(zhe)是(shi)你(ni)最(zui)容(rong)易(yi)從(cong)老(lao)板(ban)那(na)裏(li)得(de)到(dao)的(de)。想(xiang)象(xiang)一(yi)下(xia)
，隻(zhi)要(yao)你(ni)完(wan)成(cheng)你(ni)的(de)配(pei)額(e)後(hou)，你(ni)就(jiu)能(neng)夠(gou)得(de)到(dao)額(e)外(wai)銷(xiao)售(shou)額(e)的(de)百(bai)分(fen)之(zhi)十(shi)

，甚(shen)至(zhi)百(bai)分(fen)之(zhi)二(er)十(shi)。這(zhe)個(ge)方(fang)法(fa)奏(zou)效(xiao)
，因(yin)為(wei)你(ni)的(de)老(lao)板(ban)要(yao)向(xiang)他(ta)的(de)老(lao)板(ban)提(ti)供(gong)一(yi)個(ge)數(shu)字(zi)。一(yi)旦(dan)你(ni)幫(bang)忙(mang)提(ti)交(jiao)了(le)這(zhe)個(ge)數(shu)字(zi)
，你(ni)就(jiu)更(geng)有(you)底(di)氣(qi)了(le)，他(ta)們(men)也(ye)就(jiu)更(geng)希(xi)望(wang)你(ni)留(liu)下(xia)了(le)。

7.讓加薪對於你和你的老板來說成為一個雙贏的局麵

在zai本ben文wen開kai頭tou的de場chang景jing當dang中zhong
，唯wei一yi的de贏ying家jia隻zhi能neng是shi那na位wei銷xiao售shou人ren員yuan。老lao板ban並bing沒mei有you得de到dao更geng好hao的de銷xiao售shou業ye績ji。向xiang老lao板ban展zhan示shi你ni非fei常chang樂le意yi擔dan負fu起qi更geng多duo的de責ze任ren。要yao樂le於yu在zai獲huo得de報bao酬chou之zhi前qian多duo做zuo一yi些xie事shi情qing來lai告gao訴su老lao板ban你ni應ying該gai獲huo得de加jia薪xin。

yaoqiujiaxinjiuhaoxiangzhengquyifendingdan。yanlianhaonidechenshu。xiangweiyimingzhongyaokehuzhunbeijieshaoyanjiangnayangweizhecihuimianzuohaozhunbei。yongnichuseyejideshishiheshuzilaiwuzhuangziji。bajiaxindingweichengyijianduiyugongsiyoulideshiqing。zuihou，quedingnidelaobanrenweinishiyigechenggongzhe

，erbushiyimingaisuzhe。