The main thing is to do without whining, blackmail and complaints about a hard life. Secret has asked bosses and recruiters on how to achieve career advancement, and publishes the best advice.

Alena Vladimirskaya

Anti-Slavery Project Leader

First, never use personal reasons for asking for a raise! “A son was born,” “I have a mortgage,” “they haven't raised it for a long time,” nobody cares. Secondly, never mention general economic reasons in a conversation with your boss - for example, inflation or the dollar rate. Instead, bring your boss two or three personal accomplishments that have affected the company's bottom line. Before meeting with him, digitize all of your results over the past one to two years based on what is important for the business. And find out how much your position is worth on the open market with similar work experience. This will help the salary reviews, which are regularly published by recruiting agencies. With these two arguments - achievements and the market value of the position - come to the manager.

Anna Chukseeva

Chief editor of the website Rabota.ru

In my experience, employees are generally promoted for either professionalism or loyalty. I had star subordinates who worked exclusively on their resume. And that's a decent career strategy. But I, as a boss, understood that they, in fact, sell themselves, and not give themselves up to the cause. As a rule, such people know perfectly well why they are fulfilling and overfulfilling the plan, and they are the first to start talking about a promotion. They bring profit to the business - and that's great! But their loyalty within the company is low: as soon as an opportunity arises, they will run away to another employer. Therefore, it is illogical to raise and reward stars. Most employers like team players who are genuinely involved in business processes. In my opinion, it is in them that it is important to invest. They must be able to develop. Even if they do not yet have all the necessary competencies, but there is a motivation to get them and benefit the company. At the end of that year, I needed to characterize two project managers. The first portfolio was perfect. He has always performed KPIs. But I also saw that a person always left the office on time and devoted a lot of time to his hobbies. And his colleague made more mistakes, but his professional growth rates were higher. He talked a lot with other departments, tried to learn more about the business in general, asked me, as a manager, interesting and non-trivial questions, strove to acquire new competencies, and sometimes put his work interests above personal ones. Therefore, in the reviews, I singled out the second more than the first. Although, according to formal criteria, it should have done the opposite.

Kirill Krasnov

Director of Business Development System R2, Rybakov Fund

Leadership promotes those it trusts. When a subordinate comes to the boss and asks him to move up the career ladder, this is a deliberately losing situation. It is better when the employee, not in word, but in deed, shows his intentions: takes responsibility, drives processes, does more than his duties imply. I met people with five higher educations who came to the company with pathos, promising mountains of gold for space conditions on the part of the employer, and nothing good came of it. And there were specialists who just started to work great, and positions and privileges were not long in coming. Career growth is always a matter of priorities: either a person is chasing money or wants to become a highly paid professional who is respected, appreciated and from whom they want to learn.

Oleg Ryazhenov-Sims

Project Manager "Conscience" of the QIWI payment service

If you think you really deserve a promotion, say so. It is difficult to decide on such a conversation, but you are working for your future, so brace yourself. You should not start a conversation with your boss with resentment and personal sadness. I also recommend avoiding in such dialogues ultimatums and threats "do not raise - I will leave." Come with achievements and suggestions. Justify the reason for your growth by linking it to the benefit to the company.

Alexander Sinerkin

The owner of the furniture factory "Fort"

In our company, the promotion is received by the one who takes the initiative. Each employee knows that at any time he can come up to me and ask how he can increase his salary. What I value most in employees is ambition, aspiration and energy. He is always ready to help with promotion. We sit down with the candidate and make a plan. If this is a sales manager, we increase the number of calls, trips, and meetings for him. If a shop worker - we increase the workload in hours, we offer new tasks. After a while, let's summarize. If I see that the employee is coping, I add more responsibility. For him, this period is a test of strength. He must show his maximum, because he wants to get what he does not have. Additionally, I always recommend books for self-development: on time management, productivity, management, leadership. It is important for me that a person who wants to develop in my business is a versatile, purposeful person, able to think outside the framework of templates. These are the people who increase the profit of the business.

Evgeny Potapov

General Director of ITSumma

For a long time within the company, we maintained a "flat" organizational structure. New employees usually came with the expectation of career growth and consistent earnings increase. And we explained that already at the initial stage we pay the maximum possible. But then the rules were changed. People need promotions. It is important for them to understand that they are moving in the right direction and are doing well. When we realized this, we began to introduce different levels of specialists and lead employees from the minimum wage to the maximum. We have two types of promotions. The first is when a new employee is promoted in categories, positions for good work, he is given the most interesting tasks and projects. The second is when an employee begins to do some special things and it becomes clear that he can be more than a simple employee. But there is another problem here. In that crisis, when there were more than 20 of us, we came to the understanding that managers are needed. And they fell into the classic trap: they made managers of employees who perform well in their position as an executor. Doing so, of course, is impossible, despite the fact that the first thought that arises in my head: he helps so well, works well, which means he can still help manage other people. An employee does not have to be a good specialist in order to become a good manager, you need to pay attention to this and transfer him to positions. With the people we made managers, a lot has changed. For example, one was the head of system administrators - at first he simply worked with them on an equal footing, a few years later he realized what management was, he became interested in it, and he became a manager again. We promoted another to an executive director, he worked a lot and did a lot himself, burned out and left us for a year altogether, and then returned as a simple performer - he works great now.

Igor Shulinin

Director of the Russian division of the Workki coworking network

Cover photo: Twentieth Century Fox CIS

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How to raise your salary

No blackmail, bed, humiliation and no SMS

Never, do you hear? - never expect the salary to rise by itself.

It will not rise. Nobody will index it for you. No one will ever recognize your merits and will not come to you with a lot of money. Even if you are a gold worker. Even if you spent your last weekend at work in the name of the company's well-being. You will have nothing - if nothing is done for this.

And if something is done, the salary will increase. It only takes three steps.

Maxim Ilyakhov

Ask

To get started, just ask your manager how you can increase your salary. But not "Ivan Ivanovich, raise my salary," but with these words:

Don't offer your options right away. Ask an open-ended question and wait for an answer:

Some people are afraid of awkward pauses in the conversation, so as soon as the boss starts thinking about the question, they fire their proposal in panic. This is mistake:

Take your time with your decision. Wait for the boss's answer. Even if the pause is delayed, just calmly wait for the answer:

There are times when a manager does not find what to answer a direct question and simply raises his salary under an imaginary pretext. For example, for the length of service:

If the manager is surprised by your question and answers with a firm “I don’t know,” go to the second step.

Suggest your plan

The manager can always raise your salary. But he may not know why to do it. Such a leader needs to offer a plan: how you can bring the company more money in exchange for a higher salary. For example, you can expand the area of ​​responsibility:

Oleg works as a cold calling manager. The meetings themselves are attended by more qualified managers with higher salaries.

Oleg offers to undergo training, start going to meetings on his own, thereby increasing the number of transactions per month. Oleg will get more from commissions.

You can pick up functions that other employees do poorly with:

Sasha writes articles to promote the company's products, and freelance PR specialist Alina posts these articles in the media. Alina's work is inexpensive, but she works inattentively and sometimes misses deadlines.

Sasha offers to take over the functions of Alina and independently promote articles. He will work faster and more accurately because he works in the office and knows the product better. Sasha's salary will be increased by Alina's fee.

It is more profitable for any entrepreneur to pay for the result than just a salary. Consider how you can make your pay more focused on results rather than months of work:

Ivan is a sales manager with a salary of 30 thousand and a commission of 10%. On average, it comes out 100 thousand per month. Ivan proposes to lower the salary to 10 thousand, but increase the commission by 5 percentage points - then, with the same sales, he will receive 115 thousand rubles a month and he will have an incentive to sell more.

Ivan feels good because his income is higher. The firm is doing well, because some of the costs have passed from the category of constant to the category of variables. The company has become more financially stable.

Come to the manager with a clear plan: “Ivan Ivanovich, I propose to do this in such and such a time, after which the company will earn so much more. In exchange, I want a salary increase by so much. "

If Ivan Ivanovich bombed your plan, proceed to the next step.

If at the end of the month you do not spend all of your salary, then transfer the remainder to the deposit. It will give a yield of 7 to 10% - this, of course, is not a 30% increase in salary, but you will have an airbag. If you have a lot of free time, then instead of a deposit, bring free money to a broker and invest in securities.

If you receive a salary on a Tinkoff Black card, then income is added to the balance daily at the rate of 6% per annum. You can spend money as usual and get additional income.

Suggest an alternative

Let's say you weren't able to come up with a new plan. Then think about how to get more out of work without getting more money:

1. the firm gives you a car or computer for use for the duration of your work, with the right to purchase;
2. the company rents you more comfortable accommodation;
3. the firm gives you a loan on favorable terms;
4. the company pays for fitness, insurance, kindergarten.

This can be beneficial for the firm in terms of taxes. For example, if a company leases a car for you or pays for housing, these payments will lower the tax base. It is also beneficial from the point of view of employee retention: if you drive an official car and live in an official apartment, upon dismissal you will have to return all this - and it hurts.

If the company is economical, and you have been working in it for a long time, offer the option of remote work: you perform your functions remotely, and someone else can be seated at your table.

Stepan worked as an engineer for the company for three years. He is a valuable and loyal employee with a salary of 150 thousand rubles. Stepan decided to take out an apartment on a mortgage, for the purchase he lacked 3 million. Together with the leader, they came up with the following scheme:

The firm reduces Stepan's salary by 50 thousand rubles for 5 years. On account of the reduced salary, the company gives Stepan a loan of 3 million rubles at 0% per annum for 5 years. In 5 years, the company undertakes to raise Stepan's salary to 175 thousand rubles. If Stepan decides to quit before repaying the loan at the expense of salary, then he will have to return the entire remaining debt at once.

Benefit for the company: saved on pension and insurance contributions, reduced the taxable base, received a loyal employee with a guarantee that he will not go anywhere.

Benefit for Stepan: he saved the bank on interest, bought an apartment right away and paid off his debts in just 5 years.

Such schemes are possible only in large companies that have a reserve of money. Nevertheless, they are possible.

If the first three steps did not help, turn on your heavy artillery.

To start searching

For example, Ivan Ivanovich is adamant: he will not raise your salary, he will not raise you, there is nothing to lend, and giving you an official car is a lot of honor. It's time to part with such an Ivan Ivanovich.

Take a vacation, open a job search site and find.

When you find it, notify Ivan Ivanovich that you have been offered a more profitable job. If he does not make a counter offer, write a statement, finalize the allotted time and say goodbye.

A profitable place of work - not necessarily more monetary:

Semyon worked for 100 thousand rubles a month and got to work in an hour. He found a job with a salary of 95 thousand, but he will get there in 10 minutes, and the social package there includes sports, full insurance and food. Semyon decided that such a job was more profitable for him, and moved on.

Sometimes people have a fear that this company is their only refuge, they will not find work anywhere else. Even so, it makes sense to look. Sometimes the market throws up very unusual and interesting offers that you did not even know about a year ago.

Start your own bissnes

In some specialties, it is more profitable to work for yourself than in a company. If you do 90% of the work, but get only 20% of the money for it, open an individual entrepreneur and start your enterprise.

Sergey worked in a research company for ten years, starting from junior positions and rising to the position of the head of the direction. Further - the ceiling: he will not become the general director, and he could not take on additional functions. Sergei left and opened his own research firm. In the role of the owner, he began to solve more complex problems than in the role of the head of the direction: he was building a new research center; introduced a new analysis system; climbed into the field of public research.

Sergei said that there are enough problems with this business, but he feels much better. Although he is now doing much less research than organizing other people.

The main secret of increasing salaries

There are many ways to raise your salary, from humiliation and pleading to blackmail, manipulation and sex.

However, don't expect money to spontaneously emerge with increased value. You cannot develop in silence and wait for someone to notice you. Declare your ambitions, offer specific amounts and plans, fulfill them.

If you start your own business, open an account with Tinkoff Business.

conclusions

1. Just ask for a raise. Ask your boss an open-ended question and see what happens.
2. Learn to be more useful. Any entrepreneur is more willing to pay for the result than just a salary.
3. Suggest alternatives. Think about how you can get more out of your job without making more money.

You have been with the company for over a year. Achieved goals, satisfied customers and customers, new tasks - only this does not affect wages. Forget about Bulgakov's words: “Never ask for anything. They themselves will come and give everything themselves. " If you are hoping for a telepathic connection with your boss, be prepared that the budget for higher salaries will go to more persistent and talkative colleagues.

Talking about a wage increase should be accurate and accurate.

“I had an appointment with S., an analyst of one of the teams. He came to us eight months ago, ”says the HR manager of an IT company. - I coped with the work, but no more. I didn't want to take on new tasks, I didn't go to internal trainings, I refused to help my colleagues. And he began by saying that time has passed and he expects an increase in wages.

"Indexation" - that's how he put it. I am still amazed that people are expecting a promotion just for the length of service, without putting any effort into it. "

How not to ask for a raise

Blackmail: "Either you pay me N, or I leave." It will work a maximum of one time, and you will automatically be among the candidates for parting.

Caprice: "I have been working for three years, where is my increase?" They pay for the result, not for the time. If there is no tangible benefit, your position can be optimized.

Rumors and gossip: "Why was Ivanov raised, but not for me?" Often, bonuses and salaries are part of a trade secret that employees should not divulge.

Pity: you have a mortgage, a pregnant wife, old parents ... The company hires your professionalism, not your personal situation.

Eyes closed: the neighboring department is being cut, expenses are being cut, and here you are with your own promotion. Caution: you can get caught in a hot hand!

How to ask for a raise

After evaluating, summing up the results, concluding a major deal: "Look, I am consistently overfulfilling the plan by 20%" or "This year I proposed a tax optimization scheme that saved us N rubles."

When assigning new tasks: “I'm ready to take on another project. But let's review my salary level, as this will increase my workload by 30%. ”

In case of promotion: "I would like to clarify how my income will change upon transfer."

The best time for such a conversation is the 3-4th quarter, as the budget for the next year is being planned.

If the meeting ended with a refusal, be sure to specify: what can you do to increase your salary? Specify a time frame when you can return to this issue.

Market offers

You have decided on an active job search. What can you do to increase your income when moving from one company to another?

1. Research the market: go through a few interviews, talk to a recruiting representative.
2. Browse the resumes of similar professionals. To understand the market “fork”, you need to look at at least 50-100 resumes.
3. Consider two or more job offers: this way you will relieve the internal stress “they won't take, they won't choose,” and you can negotiate wages more calmly.
4. Don't accept your first job offer. If the proposed amount is less than you expected, be correct, but convincing: “I am very interested in your proposal, but, frankly, I was expecting an offer in the area .... rubles. Now I am going through the competition in two more places, and there, for the money, it turns out more. Is it possible to change the level of income? "
5. Ask questions and evaluate the offer comprehensively. Sometimes the difference in the level of salaries of several thousand is compensated by corporate sports, foreign language courses, lunches in the office and voluntary medical insurance for family members. Check with us about the compensation package to make an informed decision.

The issue of income is a delicate and difficult one to discuss. But it is he who affects the quality of your life. Improve your negotiation skill: it will work for you throughout your career! To understand the tactics of negotiations and the intricacies of job search will help "

In the West, a periodic reminder to the management about the increase in wages is an element of work culture. In Russia, workers who initiate talks about raising their salaries are often perceived as upstarts. But what to do if the volume of work is growing, and the management is in no hurry to please with the news of an increase in wages? The main thing is to cope with emotions and carefully consider the argumentation.

The research center of the recruiting portal, together with the heads of domestic enterprises and organizations, learned what arguments would help to achieve an increase in salary, and also analyzed the most common mistakes made by employees in such a situation.

Calm, and only calm
Obviously, like any important conversation,. Phrases like: “I, like a slave, work without lunch and days off”, “I work alone in my department” or “Don't raise your salary - I’ll quit,” most likely, will not cause the management to increase your salary. Moreover, they can lead to sad consequences, for example, to postpone a long-awaited promotion or, which is also not very pleasant, ruin your business reputation.

It is also important to choose the right time for the conversation. This should be a time period convenient for your manager and successful for the company (seasonal increase in sales, etc.).

But the most important thing is a clear understanding of what arguments should be brought to prove that not only your personal budget, but also the company will benefit from the increase in your salary.

Service to the Fatherland
Almost every third manager (32%) is sure that only the employee who has made a personal contribution to the development and prosperity of his native company is worthy of a salary increase. At the same time, it is important that the opinion of the employee about the significance of his own merits coincides with the point of view of his superiors. "A real increase should be based on the real dedication of a person to the cause he serves"; “If an employee documents his contribution to the development of the company, then he can qualify for an increase in the amount of remuneration,” the managers explain their position.

I work like a bee
28% of managers believe that new responsibilities, an increase in the volume of work and an expansion of the employee's area of ​​responsibility are good ground to start talking about raising wages. “If they give me the facts of increasing the functionality, of course, the salary will be revised upward”; “You have to pay for new responsibilities in a new way,” they comment.

Experience is the son of difficult mistakes
Advanced training, mastering new computer programs, knowledge and experience acquired in the process of professional activity - the presence of such baggage allows you to declare yourself as a more qualified, and therefore more expensive specialist. 17% of managers are sure of this: “Time passes and the employee becomes more experienced”; "The knowledge acquired during the work is a weighty argument."

Pros with character
Personal qualities such as determination and perseverance, combined with professionalism, are a serious claim for success. It is not a sin for such a specialist to raise his salary, - say 9% of managers. “If it convinces me, it means that the work is worth something”; “I love people who assess themselves adequately,” they comment.

Homemade preparations
And finally - an important point: in order for the conversation with the management about the increase in salary to be crowned with success, all the arguments that you plan to present to the management during the conversation should be written out on a separate sheet of paper or in a notebook, while highlighting the most important ones - it will be easier to deal with excitement and competently build a dialogue. The "cheat sheet" should also contain your initial and advanced functionality and the amount of the desired salary. If you strongly doubt your readiness for a conversation, rehearse the conversation with your boss at home in front of the mirror.

But do not expect a salary increase if you:

- did not give serious arguments - in other words, you yourself do not fully understand or do not know how to formulate why you should increase your salary;

- they chose the wrong time - the conversation did not take place on time (seasonal decline in sales, high employment of the manager, etc.);

- overestimated their importance - it is unlikely that the manager will be pleased with the overestimated salary expectations without the existing grounds;

- do not have tangible achievements - unsatisfactory results of work, failure to fulfill the plan;

- not confident in their abilities - a pessimistic-pitying tone - not at all what your manager wants to hear;

- use blackmail - the ultimatum nature of the request or the threat of dismissal will only set the boss against you;

- refer to colleagues - comparing your salary with the salaries of colleagues, as well as complaints about their allegedly unfair work - not an argument for raising your salary;

- show excessive persistence - the manager may get the impression that apart from the salary you are not interested in anything else in the company.

What the numbers say
A conversation with a manager about a salary increase at least once turned on 51% of employed Russians. Interestingly, there are more men among the “petitioners” (57% versus 45% among women), but women are more effective in asking for a raise - 32% of the fairer sex (versus 29% among men) seek a salary increase in the desired amount.

Sometimes a step forward starts with a kick in the butt.

You are 30, 35, and maybe even 40 years old. You work for a company for your meager salary and do not understand why your successful friends have already updated their iPhone 7 to iPhone X. Why are they, and not you, traveling with their families to Cyprus, the Maldives and the UAE. Why have they already paid off their loans for a Honda Accord, VW Passat or even a Mercedes Benz ML350. You see how your colleagues go to the boss with a brazen face and demand another increase in wages, go out with a smile on their face and go to the nearest pub to get stamped.

Why THEY and not YOU?

After all, you did the best at school, did their tests, helped them work on their diplomas. And what about the guy whom you called to your company from the state of emergency "Horns and Hooves", and now a year later he overshadowed you? Why do they ask you to "cook up a list of outstanding achievements" before the next report on the work for the year, although their main success was that they did not lose the work of their predecessors?

And you are such a modest guy, the smartest, most effective and irreplaceable (damn, why is it that you are always creakingly let go on vacation for one week, while these boobies have a two-week vacation twice a year, excluding Christmas and May holidays?), and so, you are the very best and you don't get anything ...

I'll tell you why this is happening.

For almost 10 years now I have been working in large corporations, observing hundreds and even thousands of careers - both successful and unsuccessful. Five years ago, I was getting 100 a day from guys like you, doing up to 10 interviews and evaluating, evaluating, evaluating. Evaluated in order to understand who to take to the company and who not. Who can achieve something and who cannot.

So, below you will see seven easy ways to get a pay raise. Start with the first one, follow all the recommendations and move on to the next. No need to jump between tips. Observe the order. So let's get started.

No. 1. Ask!

Do you know why you get so little? Because 95% of the bosses do not care about the fact that your wife takes out your brain every time you receive a salary.

When she didn't have enough money for a dress. When you took her to rest as a savage, and not to a resort. Because to raise your salary, he needs to talk to his boss, explain why you need to raise your salary, talk about all your successes and achievements (do you think he remembers everything?). It's much easier to say: Max (your colleague) came up and said that if I didn't raise his salary, he would go to competitors. Or maybe your boss is saving the department's budget so that he can ask for a raise later.

What to do: your main task is to put in your boss's head the idea that you want to earn more. That you are not satisfied with your income level. What do you want to know, what should be done to increase salary.

How to do it: you must prepare a conversation (if you are brave) or a letter (if your courage is only enough to write to your boss once a week).

The main message of your conversation (or letter): what should or can I do to earn 30% more?

Exactly. The boss doesn't care what you've done already. He doesn't care how much your colleagues get or how much they pay in the market. He is only interested in what you are able to offer in the future in exchange for a salary increase.

Secrets: I will share one secret with you. Any boss appreciates employees who can solve boss problems. The boss doesn't like problems the most. They always try to throw any problems on their subordinates. If the subordinate failed, it is he who is to blame, not the boss. Therefore, think right away what problems of the boss you are ready to solve for increasing the salary. Here, of course, we are talking about work - do not think that you will need to be a slave to your boss.

How to build your conversation (letter)

1. Declare immediately what you want to talk about.
2. Explain why you want to earn more (the only thing that can touch your boss is your life circumstances, so talk about the mortgage and the rising dollar exchange rate, that you and your wife are planning to have a third child or that you now need a car, which you will borrow).
3. Ask under what circumstances and conditions you can earn more.
4. Suggest options for expanding your responsibilities or improving work efficiency yourself.
5. Think of past successes as proof of your ability to perform better.
6. Tell me the amount you're aiming for.
7. Ask what you need to do to get back to this conversation when you, for your part, fulfill the conditions.

An example of your dialogue (I give only your phrases, but it is obvious that there will be answers from your boss between them):

Hello Ivan Ivanovich. I would like to talk with you about my salary. My wife and I are planning a third child, so the question of my income is very relevant for me now. I want to discuss with you, under what circumstances can I earn more? For example, I can take on more clients or be responsible not only for sales, but also for marketing. Remember how successful I was in getting a new shampoo to market when all the marketers were busy with new pads? I would like to receive $ 2,000 per month and am ready to put in the effort. After I complete all the requirements, how can we get back to our conversation?

Be sure to write down all your agreements after the conversation and review them every week.

My experience shows that:

In 50% of cases, a single conversation with a request for a raise is enough to raise wages.

It really works, especially if you are a really cool and valuable employee.

Bosses are afraid of this kind of talk. People who say they want to earn more make them fear being fired. And no one wants to look for a new employee in your place, mess with him, teach, adapt and risk getting a pig in a poke.

# 2. Learn!

You know, there is such a phrase: "If you do the same tomorrow as today, you will have what you have today." If you want different results, do something different. And for this - learn.

See how it works. Every company has such a concept as a wage fork. People in the same positions can receive salaries that differ by 25–75%. That is, you can receive $ 1,000, and your colleague - $ 1,500, performing similar functions (we do not take into account bonuses for now). This happens for many reasons:

1. You came when everyone received $ 1,000, and then the market grew, and new employees were already recruited for $ 1,500.
2. When you were hired, your knowledge and experience were valued at $ 1,000, and those of your colleagues at $ 1,500.
3. Your company has a formal or informal system for assessing the professionalism of employees, based on the results of which wages are revised (such a thing is increasingly beginning to be introduced in large Western and domestic companies).
4. Someone rated the level of professionalism of your colleague higher and initiated an increase in salary (your boss, your boss's boss, the boss of another unit, HR director).

In general, there is a direct relationship between your "coolness" as a specialist and your salary. Accordingly, the cooler you become, the higher your price.

What to do: you do not need to immediately enroll in all kinds of courses, buy a library of professional literature or apply for a mini-MBA (you still have to grow and grow to a full MBA). First, you need to determine what professional and personal knowledge, abilities, skills and qualities (let's call them further competences for convenience) are really in demand in your company and are ready to pay more for their "pumping". Once you understand this, all that will be required of you is to look for ways to pump these competencies and pump them.

How to do it: you need allies here. Talk with your boss, with a representative of the HR department, with agency recruiters, colleagues in the market, read specialized magazines for you, go to conferences. Once you've identified the eight competencies most in demand for your position, plan and develop them.

Secrets: there are people who call themselves coaches. Like Buddhist monks, they hold the secret of a powerful coaching tool called balance wheel... But I'll tell you about it.

Take a sheet of A4 paper. Draw a circle. Divide into eight sectors. It turns out like this:

Each sector is one competence. Now rate each competency on a scale from 1 to 10, where 1 is not developed at all for you, and 10 is developed at the maximum level.

After the assessment, in front of each competence, put a number that is equal to the difference between 10 and your grade. For example, you have the competence "negotiation", which you gave 6 points. Subtract 6 from 10 and get 4. Then you work with this figure.

Now choose the three competencies that are more important than all the others. Multiply the points obtained in them by 3. And three more competences, which are in second place in importance. There, multiply the scores by 2.

You will receive six new numbers. Choose three of them with the highest score. It is these competencies that you must develop in yourself.

If you did this exercise, then this is already 50% success. There is little to do - development.

Do you know why 90% of people are not engaged in self-development? They think it is expensive and they don’t have time for it. I want to dispel these two myths.

Myth 1. Self-development is expensive

Complete nonsense.

In our modern world, there are already so many all kinds of where you can, by spending only $ 100, get valuable information. Do not think and do not expect that after the first such event you will become a Guru. Don't think the pros know 10 times more than you. All that distinguishes the pros from you is that they went to two or three events, caught the key idea and began to use it in their work.

Be sure to ask your HR's if they are ready to pay for your training in whole or in part. Find the best book on the topic that interests you (ask others for advice, which is better, read the reviews) and read it.

Myth 2. Learning takes a long time

And you don't even have enough for work.

Do you know Stephen Covey's book? Here's what he writes:

Imagine that while walking in the woods you see a man who is fiercely sawing a tree.

- What are you doing? you ask.

- Don't you see? - the answer follows. - I am sawing a tree.

“You look very tired,” you sympathize. - Have you been sawing for a long time?

“More than five hours,” the man replies. - I can hardly stand on my feet! Hard work.

“So why don't you stop for a few minutes and sharpen the saw? - you advise. - It would have gone much faster for sure.

- I have no time to sharpen the saw! - declares the person. - I'm too busy.

And don’t lie to yourself that you don’t even have 20 minutes a day. Or that you can't find three hours a month to watch a webinar. Or that you can't set aside one day in six months to attend a training. What, really not? Well then, plan your next vacation so that it starts on the day of the training, and you will rest not seven days, but six.

# 3. Expand!

So, let's say you've already told your boss that you want to make more money. You even agreed on the circumstances under which it would be possible, and you started to sharpen the saw. It's time to take the next step - expand.

Once the boss told me:

Responsibility is not what you are given. Responsibility is something that you take yourself and do not discuss it with anyone.

So, the time has come for you to expand your area of ​​responsibility.

What to do: see what you are currently agreeing with your boss. Which of these he least wants to agree on (remember, you wrote him five letters on the topic of agreeing on new terms of work with a client, and he never answered?). Start with the little things. Take responsibility for making decisions.

How to do: start by telling yourself, "Now I'm starting to take responsibility." As soon as you have made up your mind, take action. My secrets to help you.

Secrets: I will give you a simple scheme for increasing your responsibility. Imagine that you have the same situation that repeats itself every month. Let it be agreeing on the terms of work with the client.

Now you write like this:

Dear Gennady Ivanovich, I ask you to agree on the terms of work with the client "Romashka".

Now let's add some responsibility:

« Dear Gennady Ivanovich, I would like to agree on such conditions for this client. Do you agree?"(See, the pronoun" I "appears.)

A little later a month later:

« Dear Gennady Ivanovich, I agree on such conditions for this client. Do you have any objection?"(Here you no longer express a desire, but declare an action.)

Next month:

« Dear Gennady Ivanovich, I have agreed on such conditions for this client. If you have any comments, please let me know so that I can make corrections.". (Here you have already announced the event, but you leave it up to the boss to change something.)

If this stage has passed successfully, then proceed to the final version. If not, and the boss told you: "Who gave you the right to agree on the terms?" - tell him about your readiness to take responsibility for agreeing on conditions, and for him the right to be informed in the form of your reports.

So, the final stage:

« Dear Gennady Ivanovich, I am sending you a report on the agreed conditions for clients, I am ready to discuss them if necessary».

Remember: the more responsibility you take, the more value you will be to the company. But I want to warn you: do not fall into the trap when a new responsibility will require more time from you than you are able to devote to it. In this case, get ready to ask for additional resources (the ability to delegate part of the work to other employees, leaving responsibility for the result).

No. 4. Perform!

Companies are divided into two types:

• in some you work for a bet, and you do not and cannot have any bonuses;
• in others, besides the bet, you have the opportunity to receive a premium.

If you work in a company of the first type, skip this item right away.

And if you are fortunate enough to work in a company where there is at least a small chance for an award, then you simply have to achieve it.

Prizes are of different types, here are some of them:

• monthly bonus for performance indicators;
• percentage of sales;
• the fee for the work done;
• processing bonus;
• Outstanding Achievement Award;
• premium for the quarter;
• the premium based on the results of the assessment for the year.

What to do: So, your # 1 task is to understand what types of bonuses your company has. First, talk to your colleagues and find out what they know. Then ask your boss or HR employee the question.

How to do: listen to what colleagues have to say about salaries and bonuses.

My many years of experience show that employees always talk about their salaries and discuss them among themselves. No matter how strict the rules are in the company, they will still find out each other's salaries and incomes. And if you still do not know about the income of your colleagues, then you have everything ahead of you. Go to the pub with your colleagues, have a heart-to-heart talk. Tell me that you really do not have enough money and you are thinking how to earn more. How to achieve a prize ... Ask their advice - a Pandora's box will open in front of you. If you're lucky, take the boss with you.

Secrets: even if your position does not provide for bonuses, your boss always has the opportunity to write a memo to his boss and knock out a bonus for you. Therefore, do not think that there are no bonuses at all. Think about the circumstances under which you could get it.

№ 5. Combine!

Sometimes the best way to make more money is to find an opportunity to combine your main job with something else. And here's a list of possible combinations. Even if you don’t find an option for yourself, you will understand in what direction you can and should think.

1. Combining two positions in one company. I see this quite often. Of course, no one will pay you two full rates, but you can get a surcharge of 30%.
2. Combining two positions for shift workers. If you have shift work - two in two, or three in three, and so on, most likely, your manager will give you the opportunity to work additional shifts for a colleague who is sick or went on vacation.
3. Network marketing. Although personally I do not share all the joys of network business, there are many examples when a person earns good money doing Avon, Amway, Oriflame and other businesses. The only thing that you must have two success factors: the gift of selling and a huge number of friends and acquaintances whom you are able to convince.
4. Conducting training events. If you are a cool pro, then there are probably people who are willing to pay you for training. I know several people who conduct trainings. But usually they themselves are not engaged in sales, but cooperate with companies that find clients for them. Think about whether there are companies in your environment that are ready to sell your trainings. There is also a second category of people: they are fond of some topic, for example, Vedic culture or make-up, and they conduct mini-trainings for their friends on this topic.
5. The second way to capitalize on the development of others is to get certified as a coach. A coach is a person who, using a certain methodology, helps other people achieve their goals. Usually a coach is a professional in a certain area in which he specializes: finance, career, health, and so on. Successful coaches charge from $ 100 to $ 200 for their coaching session in 60–90 minutes.
6. Intermediary services. I know people who make money by helping to shop in foreign stores. This is especially true for children's things. They collect orders from their acquaintances, place an order in a foreign store and deliver to their city.
7. Deposit. This is probably the most obvious way to make extra money, but it takes some effort to start saving 5-10% of your income. Here you can't do without the help of inspirational books. I recommend reading Bodo Schaefer.
8. Manufacture of handmade goods. I have friends who bake professional cakes with different figures, there are those who make women's jewelry, beautiful postcards or notebooks. Here you have to invest your labor, but if it turns out well, then over time you can earn good money.
9. Providing services to others. Here, probably the most popular will be manicure and massage. But there are also less popular ones: assistance in choosing a wardrobe, providing quality services in buying a used car (finding a seller, inspecting cars, checking at a service station, bidding). Think about how you could make money.

What to do: you choose, there are a great many ways.

How to do: make your list of ideas on how you could make money. Put ideas in it, from the obvious to the craziest. Keep your list as long as possible. Give it a whole week, reviewing each evening and adding a few new lines. Then pick one or two things to do and start doing them.

Secrets: If you are not sure which of the invented options is better, try to rate each of the options according to the following criteria on a scale from 1 to 10, where 10 is the highest rating:

• in the next five years it can bring income commensurate with my salary;
• this activity gives me pleasure;
• it will use my talents.

Evaluate each option according to three criteria, add up the points and choose the option that scored the most points.

No. 6. Grow!

This is one of the most difficult, but also the most effective way to earn more.

In my experience, the difference between the lowest paid job and the highest paid job is 100 in the average company! This means that if the cleaning lady gets $ 200 a month, then the CEO gets $ 20,000 (no bonuses).

In addition, there are about 13 job levels in the average company. That is, from a cleaning lady to a director, there are about 13 positions.

It is believed that a person's career growth can occur on average once every three years.

On average, an employee's salary increases by 40% upon promotion (usually 20% immediately upon promotion and another 20% after 6–12 months).

Thus, over 20 years of a professional career, even from the lowest position and a salary of $ 200, one can grow to a salary of $ 2,000 (provided that the increase was 40% every three years, a total of seven increases).

And if you start with $ 1,000, then up to $ 10,000. Not bad, right? But there are people who grow faster than others. For example, if you receive career growth every two years, then the income growth will no longer be 10 times higher, as in the example, but 29 times!

It is believed to be very easy. In 20 years, you will have 10 promotions. Each 40%. So, you need to count 1.4 to the 10th power.

Feel the difference:

»
Do you now realize the importance of your career growth?

Great, start growing!

What to do: I give step-by-step instructions.

Step 1. First, determine what you love to do the most in your life. If you seriously decided to think about a career for the next 20 years, then you need to choose something worthwhile, because you will devote a very large part of your life to this business.

Step 2. Draw your career ladder for 20 years. We decided that ideally you should have up to 10 promotions. Don't be trifling, aim for the CEO position. Believe me, in 20 years any person who is purposefully engaged in his own development is capable of becoming a CEO. So, you need to draw your path from your current position to general.

Here is an example of a telecom company with over 5,000 employees:

1. Sales Specialist ↓
2. Senior Sales Specialist ↓
3. Sales Lead ↓
4. Sales manager ↓
5. Sales team leader ↓
6. Head of Sales Department ↓
7. Head of Sales Department ↓
8. Head of Sales Directorate ↓
9. Commercial Director ↓
10. CEO ★

Step 3. Now forget about your career ladder and focus solely on your next position (in my example, Senior Sales). Ask yourself, and then your boss, the question: what do you need to know, do, be able to get promoted? Focus on this question, finding an answer and taking action in the next two years.

Step 4. Repeat the third step every time you raise.

Step 5. Hire yourself a coach who will help you grow in order to insure your success.

How to do: remember, your career growth has several criteria for success:

• Goal setting - every time you have to set a clear goal for yourself, for example, to become a senior sales specialist by 01/01/2017.
• Learning - no need to indulge in illusions. Without training, you will not have constant growth. Therefore, plan your training (exactly how - I already wrote above).
• Expanding your responsibility - this is the only way you will grow. Nobody will come to you and give you a little more responsibility (and career growth is essentially the growth of responsibility). They will always see if you take on a little more responsibility than others or not. You already know how to take more responsibility.
• High level of performance - you have to work a little more efficiently than others, these are the people who are promoted.
• Good relationship with management - I'm not talking about the need to be nice, no. Here we are talking about the fact that you must be able to communicate well with your leader and the head of other departments. Nobody wants to promote people who are unable to build relationships with colleagues. And your current leaders are your colleagues tomorrow.

Secrets: go to the zoo, see the wolves. I'm serious! Watch them, and you will notice one feature that no one else has. This feature is that the wolves are always on the move! Really always. They never stand or sit, they are constantly moving. Hence the saying:

The wolf's legs are fed.

Wolves know they have to move to survive. In winter and summer, in rain and heat ... You must become the same wolf.

You must always move. To move means to act, take the initiative, develop, communicate a lot with colleagues and other employees of the company, generate ideas at meetings, and speak publicly. You always have to do more actions than all your colleagues. This is the only way to get ahead of them.

No. 7. Go away!

So, let's imagine that you followed all my recommendations from the text above for two or three years and did not get any result.

But let's not lie to ourselves. When I write "done," it means that you did even more than I wrote.

Even put it this way, here is the test you must pass:

Count how many times have you answered yes? If you have not scored 16 points, it is too early for you to think about leaving. You know, people are used to blaming others. If your salary is not growing, it is always easier to blame the manager for this. But if you have not done all 16 actions to increase it, then the problem is only in you.

But if you diligently completed all 16 points and your salary has not changed, then run. Run from these scoundrels who!

But, as career coaches and consultants I know like to say, looking for a job is after all. Therefore, about this in a little more detail.

What to do: There are several things you must do to find a job. This is a checklist that you must fill 100% ↓

How to do: job search is a creative process that requires a lot of energy and good mood. I advise you to combine it with something especially pleasant for you. Start going to the gym while looking for work or go fishing every weekend. Or maybe finally go to a driving course. Do you drive? Then extreme driving. For English and speed reading courses.

Buy yourself good vitamins and drink every day, adjust your diet, sleep. Your life should be like the bride's before the wedding. You need to marry yourself or marry a good employer, and he must definitely like you.

Secrets: I will share with you the latest careerist secret, and you will understand why ordinary people work in bad jobs.

I'll start with a small statistics from the life of a recruiter.

In order to choose a good place for us to work, we need to get at least three real offers.

To receive each of these offers, we will need to go through at least five interviews. So that's 15 interviews for three proposals.

Before the interview, the recruiter will conduct a short telephone interview with us. Usually recruiters call more candidates than they want to invite for an interview. Let's assume that only one of the three calls will end with a real interview for us. This means that for 15 interviews, we need 45 telephone interviews.

But they don't always call. In reality, only one out of 10, or even out of 30 resumes sent, gives us a phone call as a result. Let's take an average of 20 resumes sent for one call. And for 45 calls of such resume, you need to send as much as 900.

Now let's think about it: if we want to find a job in three months (90 days), then how many resumes need to be sent per day. Exactly - 10 resumes per day!

How does it usually happen? One to five resumes per week. Well, even if five a week - it will take 180 weeks for 900 resumes ...

Now do you understand why people usually do not find normal jobs? They barely find at least one real job offer (and often they receive this offer after they have greatly lowered their bar after a series of failures).

Output

Submit 10 to 50 resumes per week.

And it doesn't matter if there are so many suitable vacancies. Just understand that your goal is to find from all vacancies from 10 to 50 those that are most interesting on all available sites, and send your resume there.

Uninteresting vacancies will give you the experience of passing interviews (and 30% of them can actually offer you a more interesting position in the end), and interesting ones will give you a potential job offer.

Well, that's the end of my story about finding a job. This is only a small part of what I would like to convey, and someday I will write a book about career and job search, but in the meantime, I propose to keep in touch through my