7 Steps to get your due promotion and raise – sure fire strategy

Posted on August 22nd, 2010

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  .

 

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About the Author:
Rajagopal – MBA from Rotterdam School of Management and M.com from Madras University with 20 years experience in German MNC.
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