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????親愛的安妮：我從事目前的銷售工作已有兩年多時間，在此期間，我從一名兼職人員變成全職，而且還得到了一次晉升。我在工作中成績非凡，因此有幾位同事鼓勵我去爭取一個管理職位。我也想嘗試一下，當然部分原因是為了能有更豐厚的收入【（包括獎金在內）比我去年的收入高出約20%】。我應該怎么做才能獲得晉升呢？——銷售精英 ????親愛的銷售精英：你的同事認為你潛力無限，這是好事。但請原諒我以小人之心度君子之腹，有沒有另外一種可能——他們厭煩了直接與你競爭，于是希望一腳把你踢到管理層，這樣他們就少了一個強勁的競爭對手。不管是哪種情況，在決定是否要爭取一個管理職位之前，最好擦亮眼睛，對以下幾種情況加以仔細考慮。 ????首先，進入管理層真的就能賺到更多嗎？資深企業家、高管培訓師，同時也是《追求真正值得擁有的東西》（Earn What You're Really Worth）一書的作者布萊恩?特雷西解釋道：“銷售人員通常按照業績領取工資，他們的收入往往高于領取固定工資的高管。首先應該調查所在行業和地區，確定銷售經理的薪資行情。” ????之后，你可能會發現，銷售經理的工資充其量也就是和當前的收入持平，甚至還會有所減少。在這種情況下，要想使自己的收入增加20%，最好的方法是大幅提高銷售業績，增加績效工資和獎金——有時候，甚至只有通過跳槽，到另一家公司從事另外一種不同的銷售工作才能實現這一目標。 ????爭取管理工作之前，另外一個需要考慮的因素是：你為什么認為自己擅長管理工作？特雷西說：“優秀的銷售人員不見得能成為出色的銷售經理。我自己就有過幾次晉升的機會，過程非常艱辛。因為這兩個職位完全不同，需要有完全不同的心態。銷售人員受到個人成就的激勵，而管理人員則必須關注團隊的績效。” ????他補充道，即便有能力完成這種角色轉變，還需要讓高層信服。特雷西問道：“你具備哪些管理技能和管理經驗？需要全面考慮自己是否符合工作的要求，同時做好充分準備，清楚表達出為什么自己應該獲得晉升。” ????盡量把自己調整到一個即將參加面試的求職者的狀態，因為你可能要與其他候選人競爭，其中就有曾成功管理過銷售團隊的強勁對手。 ????別忘了評估一下公司里的政治環境。在許多情況下，一位導師可以給你提供極大的幫助，比如在爭取晉升時，導師會協助你避免做出追悔莫及的錯誤決定。導師最好是公司的高層而不是自己的直接上司。特雷西稱：“公司內部可能暗流涌動，但從你所處的位置尚無法察覺。列出自己希望得到晉升的理由，向導師求教。” |
????Dear Annie: I've had my current job in sales for a little over two years, and during that time I've gone from part-time to full-time and gotten one promotion. I'm great at my job, to the point where some of my peers are urging me to go after a management position. I'd like to try, partly because I want to make more money (about 20% more than I made last year, bonus included). How should I make my case for a promotion? — Top Gun ????Dear Top: It's nice that your colleagues see you as a high-potential kind of guy. It could also be -- is my cynicism showing? -- that they are just tired of competing directly with you and would like to see you kicked upstairs so they no longer have to. In either case, before you decide whether to shoot for a management job, you'd be smart to take a close look at a couple of key assumptions. ????First, are you sure you would make more money as a manager? "Salespeople who get paid largely in commissions often make more money than bosses who receive a flat salary," notes Brian Tracy, a serial entrepreneur, executive coach, and author of a new book called Earn What You're Really Worth. "Research the market in your industry and your geographical area, and find out the going rate for sales managers." ????You may discover that it's about the same as, or less than, your current pay. In that case, the best way to boost your income by 20% may be to supercharge your sales performance and increase your commissions and bonus -- even if you have to jump sideways to a different sales job at another company to do it. ????Another point to ponder before you go after a management job: Why do you think you'd be good at it? "Top salespeople do not usually make good sales managers," says Tracy. "I've made that jump a couple of times in my career, and it is huge. The two roles are completely different and take very different mindsets. For one thing, salespeople are motivated by individual achievement, while a manager has to be focused on the performance of the group." ????Even assuming you could make that shift, he adds, you'll need to convince higher-ups that you can. "What management skills and experience do you have?" Tracy asks. "You need to think through your qualifications for the job and be ready to spell out the reasons why you should be 'hired' for a promotion." ????Try to build your case as if you were walking in off the street to interview for the job, since in fact you may be competing against candidates who are -- and who bring with them a track record of managing successful sales teams. ????Then, don't neglect to test the political waters. Going after a promotion is one of the countless situations where a mentor, preferably one who is higher up in the company than your immediate boss, can save you from a misstep you'll regret later on. "There may be dynamics at work in the organization that aren't visible from where you sit now," Tracy says. "Lay out your argument for a promotion and ask for advice. |
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