7 Steps to get your due promotion and raise – sure fire strategy
Question : I joined recently an organisation, as a customer service executive after my MBA. This is my first job. I have been working here little over 2 years . I coordinate with factory, warehouse, customers and the field staff. I also do cold calling and fix appointments for the sales staff.
I have not got a raise, since I joined. About a month ago a colleague who joined as a fresher, 2 months later than I did, got a raise. Though the money was not big, it hurts me that I was not considered despite my hard work.
Ans : This situation, practically everyone faces in any work environment at one time or other. So you are not alone – take solace !!!
You did not mention if you had a discussion about this with your HR or with your boss or with both . It is not clear from your question whether you went thru any Performance Appraisal in the past and what was the feed back?
My suggestion is, first to have a talk with your reporting-boss and if not satisfied with the answer go to HR and have a frank talk.
But before you do the talking to higher-ups you do have to do your home work first and at the same time never ever talk bad about your colleague nor management nor about your disappointment; you will only bring bad vibes; no one likes a disgruntled colleague.
Take this episode into your stride and go thru the following 7 steps to achieve what you want.
Step One: Understand the parameters that management might have used to measure your colleague's performance. See if you can imbibe those qualities into your work day.
Step Two : Understand the feedback mechanism that the management uses to evaluate the performance; be sure you touch upon those nodes in your feedback process.
Step Three : List out your responsibility from the JD ; against each responsibility what you have achieved . Be quantitative.
Without knowing your specific JD, I am listing a typical Sales Coordinators responsibility ; the format of presentation is only an example, you can add or remove as per your specific situation; repeat be as quantitative as possible.
Daily shipment - in the past ( at the time of your joining) and at present ;
Number of invoices per day – in the past and at present
Number of items invoiced – in the past and at present
Stock –out days at warehouse in a month : in the past and at present
Delivery scheduling : in the past and at present
Number of offers ( quotation) sent in a day : in the past and at present
Number offers converted in to order : in the past and at present
New customer acquisitions from cold calling so far :
Average collections : in the past and at present
Collection overdue : in the past and at present
The above presentation highlights your current performance vis – a – vis the situation that existed before you took over the job.
Be candid. It need not be all positive. You may also learn from this exercise, the areas where you need to spend time to excel and enhance your chances of promotion!!
This listing however makes your boss and your HR person know that you know your job matrices and you are working to improve your performance.
After presenting the above, ask frankly, what else is expected from you so that you can meet the job needs of the management . List out those requirements – some may be job related – hard facts; some may be soft skills, like communication, etiquette, leadership traits etc. Never mind , take them all down meticulously .
Go to your desk, send a "thank you" mail to the person who you just met, with the list of your past performance ( as given above) as well as the new job needs as you discovered during your meeting. Suggest a date in future - preferably after 6 months - for the follow- up review . Thank for the quality time spent with you.
Start working at the listed points and see them as a challenge to excel yourself.
Step Four : List out the key customers you service and focus to "delight" them so much that they cannot help talk about you to your bosses.
Once the customers certify you as the best, it is only a matter of time before you get your due. No company wants to risk a valuable resource, who helps customer retention.
Step Five : Improve visibility, by constantly updating, the sales staff, the factory, the warehouse of the relevant details and take their input to address the customers issues.
Show that you enjoy your job by being a live wire of the organization.
Step Six : Keep learning – know about your customers production process and how your product fits in there; know about your product, in depth; learn about customers buying pattern and their sensitivities; learn about company's polices regarding claims, rebates, credit control policies etc.
Use your knowledge and be a knowledge leader in your sphere. You will be noticed for sure!!
Step Seven :Accept responsibilities which will enhance your role and visibility, though those responsibilities may not be part of your JD.
If you follow the above 7 steps, in 9 out of 10 job environments , you may get what is due very soon; if not, it is time that you polished your CV.
No one is indispensable – that is the fact. But no company can afford to lose a valuable resource, without jeopardising the growth prospects .
Questions and Answers
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