A CEO told me a story about a salesperson who asked for a raise. She asked the salesperson, "Why do you deserve a raise?"
一位CEO給我講了一個故事，是關(guān)于一名銷售人員向她要求加薪的。她問那名員工：“為什么你應(yīng)該得到一份更高的薪水呢?”

"Because I made less this year than I did last year," explained the salesperson.
“因為今年我得到的薪水比去年還要少。”這名銷售人員解釋道。

"That's because you sold less this year than you did last year," said the CEO.
“那是因為你今年的銷售業(yè)績不如去年?！边@位CEO回答道。

"I know. And I want you to make it up to me," said the salesperson.
“我知道。所以我想讓您幫幫我?！边@名銷售人員說。

This salesperson is no longer working for this organization.
這名銷售人員現(xiàn)在已經(jīng)不再在這家公司工作了。

So how and when should a salesperson ask for a raise? Understanding your boss's point of view will help you position your raise as a good thing for the company, instead of a good thing for you. Here are seven points to consider before negotiating a better deal:
所以一名銷售人員應(yīng)該在什么時候以什么樣的方式來要求加薪呢？了解你的老板的想法能夠幫助你把給自己加薪描述成一件有益于公司的好事，而不僅僅只是于你有利。以下是在和老板協(xié)商加薪之前應(yīng)該考慮的七點：

1. Make Sure You Have Clout.
1.確定你有要求加薪的底氣

The salesperson in the example above didn't have clout. Coming off a bad year or quarter is the wrong time to test your value. With clout, you could find yourself with a better offer from the company or on the free agent market.
上面例子中的那名銷售人員就根本沒有底氣。剛剛遭遇了一個失敗的銷售年度或者季度，并不是時候去老板那里驗證你的價值。如果你有好的業(yè)績，你就會發(fā)現(xiàn)自己能夠在公司或者在代理自由市場上得到一份更好的合約。

A better offer from another firm validates your claim that you're worth more to the company you're working for. If your boss wants to keep you, you have the clout to establish the parameters of your raise. However, if you use the "here's-what-I'm-worth-to-another-company" ploy, you have to be willing to leave.
得到另外一家公司提供的更好的合約能夠證明你對于正效力的公司更有價值所言非虛。如果你的老板想留住你，你就能夠決定加薪的幅度。但是，如果你堅持“這是我在那家公司所能得到的”策略，你就準(zhǔn)備好離開吧。

2. Watch Your Timing.
2.注意時機(jī)

Don't even think about asking for a raise until you've been there a year or more. Your value to the company increases when you have some customer relationships that you can leverage for increased sales and referrals.
除非你在這家公司已經(jīng)工作一年或者更長時間，否則千萬不要想去要求加薪。只有當(dāng)你與一定數(shù)量的顧客群體建立了固定聯(lián)系，并且能夠通過他們來增加銷售和轉(zhuǎn)介業(yè)績之后，你對于公司才算比較有價值。

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