Sales techniques apply 100% to helping you earn an improved performance review. Planning ahead from day one will help you avoid lost time.
The first rule to adhere to is, always sell yourself to management. This is accomplished by embracing documentation. I am not one for paperwork but the essentials are easy to organize in terms of files on your computer.
Communication between you and management is essential. Verbal communication is for brief casual updates. Year-round let management know what you are working on and how you are progressing. Should problems arise in your work, provide the problem and the perceived solution. Ask for management’s input on the steps you are about to take.
By obtaining agreement on the best way to proceed, you establish “buy-ins” with management thereby sharing in the responsibility for the solution. On the occasion you do not see eye-to-eye on resolving the problem, analyze the situation to find areas on which to negotiate a better process for resolving.
Email enables documentation with ease. Provide updates on where you stand on your projects. As you work through the challenges, provide your manager with updates for resolving the problems along with their end solution. All correspondence between the two of you will go into your projects file folder. Your manager will be ecstatic to know where you stand without having to ask you, and thrilled to read all has been resolved.
Another file worthy of consideration would be a simple monthly word document. Each monthly page contains three categories: Accomplishments, To Be Continued, and Projects to Be Discontinued. A quick bulleted list for each category will be the perfect documentation for performance review day. Your manager will appreciate the brevity, complete recap of the year and having your accomplishments listed for proof that you deserve a raise and possibly a promotion.
The day prior to your review, take time to consider the past year. Review your starting point and how you moved to where you are today. Which hurdles were you able to overcome? What were your best achievements? Are these reflected in your documentation and correspondence?
Selling points to address on your review include the value your achievements bring to the company. Do they match with company values, goals and your stated objectives? Are you a team player, have you helped others in the company advance too? Include these in your presentation if the answer is yes.
Practice your presentation in the mirror checking for a friendly smile on your face and sound in your voice. Do so until you believe you look and sound confident. Take note of the high points of what you want to say but do NOT memorize. You are about to have a conversation so your part is to sound natural and conversational.
On Performance Review Day, print out the file of all of your past correspondence with your manager. Highlight the encouraging email you received. No one can argue with evidence of your success in print.
Story-tell (1-2 minutes) about the hurdle you overcame for your grandest achievement of the year. Begin by using a low-pitched voice finishing with a highly excited one as the story ends. Get agreement you did a great job. Conclude with the high points for the year – get further agreement you did a great job.
All of these techniques combined serve to build trust and credibility, as well as clearly identify your personal brand as one who over-delivers on expectations. You are now positioned for an improved review and a Smooth Sale!
Author:
Elinor Stutz, CEO of Smooth Sale, LLC authored the International Best-Selling book, “Nice Girls DO Get the Sale: Relationship Building That Gets Results” and “HIRED! How to Use Sales Techniques to Sell Yourself On Interviews”. She provides corporate consultation, training, coaching, and Inspirational keynotes. Elinor is available for consultation. Call (800) 704-1499 today.
