HomeEconomyPreparation, argument: how to ask for a salary increase?

Preparation, argument: how to ask for a salary increase?

Annual negotiations in companies (NAO) on salary increases for next year begin in companies. But, as an individual, how can you argue well with your boss?

Between 3 and 4%: this should be the average level of increases granted by companies next year to compensate for inflation. Obviously, certain professions in tension or strategic profiles will surely come out better. Conversely, others will have to be a little more persuasive given the economic slowdown.

How then can you put all the possibilities on your side in the context of an individual negotiation?

• Avoid personal discussions, raise objective criteria

“I am often told: I have a training that justifies a higher salary or my neighbor earns more than me, it is unfair, or life is expensive, I need a raise. These are criteria that must be absolutely prohibited,” underlines Yamina Moukah. When dealing with your superior or manager, the key word is objectivity.

Remember that each year, during the annual interviews, the manager sets goals for the employee. Reaching them, or even exceeding them, constitutes a strong argument to justify an increase.

“There can be two types of objectives,” explains Yamina Moukah. “The first are obviously quantitative: business, performance, sales objectives, etc.” It is not enough to say: present precise and verifiable figures, quantifiable progress…

The second objectives are qualitative. “Actually, we can judge you on qualitative elements. These could be customer satisfaction, your ability to have carried out a project optimally, your management quality if you lead teams, your ability to implement processes, your organizational capacity or your ability. structuring teams,” explains the headhunter.

Even more so if you work in a tense sector. The balance of power is favorable to the employee because if the company is reluctant or offers too low a raise, there is a risk that the employee will leave. Then he will have to hire urgently and it often turns out to be more expensive.

• Offer perspectives

In addition to achieving goals, getting a raise can also be associated with taking on new responsibilities.

The idea: highlight your desire to take on more complex missions. If this development builds on their past successes, it also justifies better pay.

• Know how to quantify your request

An increase is nice, but how much? The question can be asked during the negotiation. Also in this case some preparatory work is required.

To be relevant, you must first know (or even research) the reference salaries in your sector and for your profession taking into account your experience. To do this, it is always useful to delve deeper into the annual studies of recruiting companies or obtain information from Apec, the executive employment agency. The goal is to be realistic.

That’s the general context, but it’s also very useful to know the salary ranges that apply in your own company. History of not making mistakes during negotiation.

However, given the secrecy surrounding salaries and the fact that this issue is often taboo, it is sometimes difficult to make this assessment.

Finally, knowledge of your employer’s financial health is essential before considering an application. It will always be difficult for the businessman to reject a gesture if the coffers are full.

The threat of resignation from the company is not the best argument even in times of tension. It is always possible to return to service within six months.

Asking the reasons for the manager’s refusal allows you to implement specific actions to ultimately influence his decision. Try to set a date, a perspective to talk about it again.

Above all, the employee can propose alternatives: bonuses, company shares, teleworking modalities, schedules, sick leave, payment for their own means of transportation, etc.

Author: Olivier Chicheportiche
Source: BFM TV

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