“I think self-awareness is probably the most important thing towards being a champion.”
~Billie Jean King~
Client Clara asks: I always get so nervous before my annual performance review. How can I calm my nerves and make sure it goes as well as possible?
Coach Joel answers: Performance reviews can be daunting, but being proactive about the process will make it a motivating ritual that you look forward to. By conducting a review of your own performance before you meet with your boss, you’ll have thoughtful answers to all your boss’s questions. Here’s your guide on how to do that.
Your boss might conduct performance reviews once a year, every six months, or on a quarterly basis. Forty-eight percent of employees are reviewed annually, and 26% are reviewed less than once a year, says Gallup. More frequent reviews are optimal, allowing you to recollect more of what happened during the review period.
Aim to conduct your own performance review on a quarterly basis. Even if your boss only conducts reviews once a year, you’ll have detailed notes from each quarter to use in preparing for your annual review.
According to Gallup’s research, good performance reviews are “achievement-oriented, fair and accurate, and developmental.” Gallup suggests calling them “progress reviews” to emphasize these areas of focus.
In other words, they should be less about a grade and instead focused on utilizing the performance review process to continue developing your skills.
- Evaluating fulfillment of the role
- Look at the description of your role. Then ask yourself how well you’re fulfilling each of your primary responsibilities.
- Ask yourself if the expectations are fair, and if you have adequate time and resources to fulfill the role, advises Gallup. If not, determine what changes are necessary.
- Reviewing your past goals
- Look at the work performance goals you set for the period you’re reviewing. Where did you achieve them, and where did you fall short?
- Analyze what went wrong when your efforts didn’t succeed.
Make a list of the areas you want to strengthen.
- Acknowledging successes
- List and share your achievements, both concrete and less tangible.
- Have you developed any new skills, even if you haven’t put them to extensive use yet? Be sure to add them to your list, so you can make them known to your boss.
- Examining your leveraging of success
- Ask yourself how you leveraged your successes, advises Sharon Armstrong in The Essential Performance Review Handbook. Have you effectively used them to boost your visibility and influence?
- Consider where you could leverage successes better in the future.
- Create a visibility plan outlining how you’ll do that.
- Setting goals
- Now it’s time to set new goals for the next period. Make sure your goals are SMART—“strategic and specific, measurable, attainable, results-based, and time-bound”—emphasize Anne Conzemius and Jan O’Neill in The Power of SMART Goals.
- Consider what actions you’ll need to take to reach your goals. For example, if you want a promotion, look at options in your company and prepare a compelling argument for why you should get one.
- Developing ideas
- Write up specific proposals for ideas you wish to pursue, suggests Armstrong. Generate ideas that will challenge you and emphasize the skills you want to highlight.
- If you have ideas for how the department or company could improve, write them down as well.
- Evaluating salary
By conducting a review of your own performance, you’ll feel energized and inspired at performance review time. Plus, you’ll come across as far more articulate, insightful, and capable during your meeting with your boss. And in turn, you’ll make better use of that meeting, coming equipped with questions to ask and polished ideas to present.
Hire leadership coach Joel Garfinkle for more advice on preparing for career advancement.
“Networking is an essential part of building wealth.”
Liam didn’t drink, so when his coworkers went to the bar after work, he’d say goodbye and head home. Sure, he was missing out on the chance to socialize, but it wasn’t really his scene. Then his sister shared some interesting statistics about the effectiveness of networking after work.
Over the past couple of decades, many studies have shown a relationship between social drinking, socializing, and higher wages, she told him. Moderate social drinkers earn 10% more than those who abstain, a study from the University of Calgary found. Another study in the Journal of Labor Research found that the average male employee who drinks socially earns 19% more than those who abstain, and the average female employee who drinks socially earns 23% more than abstainers. Male employees who go to bars at least once a month earn an extra 7% on top of that.
It’s not about the alcohol consumption. It’s all about building and improving relationships. Sequestering themselves away from the drinking crowd is the main reason why non-drinkers lose these opportunities, according to a study at North Carolina State University.
Moderate drinkers may be perceived as more charismatic, and they certainly get to know their drinking buddies much better than they otherwise would. Social drinking is a highly effective networking strategy—and even non-drinkers can get in on it. If you’re a non-drinker, here’s how to overcome some common alcohol-related hurdles and share all the social benefits that drinkers get. (If you’ve dealt with addiction and find being around alcohol too triggering, see the tips at the end.)
Problem: Drinking is an effective inter-office, after-work networking vehicle. As mentioned, those who drink tend to earn more than colleagues who abstain. Hanging out at the bar is a proven way to foster relationships outside of the office. But because you don’t drink, you’re missing out.
Solution: Go to the bar and enjoy some time with your colleagues. Don’t let the venue stop you from using this opportunity to form working relationship bonds with your coworkers and supervisors. Order a non-alcoholic drink. (Chances are, you won’t be the only one not drinking.) Show them you can have fun along with the rest of them, and soon they won’t even notice you’re not drinking! Here are a couple other pointers:
- Ensure people you have no problem with their drinking. They might feel awkward, wondering if you’re judging them, which you can dispel with a few words and an accepting attitude. If you want, share a reason for not drinking that focuses on you, like “Alcohol makes me tired, and I want to enjoy myself.”
- If coworkers tend to drink heavily and that makes you uncomfortable, excuse yourself early, saying you have to get up early the next morning.
Problem: Drinking is part of the company culture. For many companies, drinking during work hours is frowned upon. Some even have a no-tolerance policy. However, there are a few where having a drink at lunch or in the afternoon on Friday is part of the company culture. Others are experimenting with having beers during brainstorming sessions to loosen things up. Refusing the libations can set you apart as an outsider.
Solution: Participate without the drink. Be sure to include yourself in those martini lunches. If Friday afternoon is the time when everyone relaxes in the conference room with a beer before heading home, be sure to be in there too. Show them you can relax and unwind with the rest of the team, even without the alcohol.
Problem: Entertaining clients often requires taking them out for drinks. You have a client in town, and it’s your job to make sure he’s enjoying himself. Taking him out for drinks and dinner is part of your job duties. Refusing these duties can definitely hurt your career.
Solution: Go and have fun with your client! Even if you don’t drink yourself, there’s no reason why you can’t take clients out and show them a good time. They may even appreciate the fact that you’re going to be the designated driver, so they won’t have to worry about making it back to their hotel safe and sound. Plus, you’ll be able to keep your wits about you and massage the relationship to your company’s benefit while their inhibitions are lowered thanks to alcohol. Secrets and soft spots may be revealed!
You don’t have to spend multiple nights at the bar each week to get all these benefits. Even going once in a while will increase your visibility among your coworkers and build your social cache.
If you’re a recovering alcoholic and find being in situations like bars too triggering, reach out to coworkers in other ways. They’re not likely to move from the bar to another venue, but perhaps you could start meeting colleagues for breakfast once a month or so. The main goal is to build relationships by networking after work, showing them what a fun and interesting person you are!
Social drinking might have a definite place in your company’s culture. Contact leadership coach Joel Garfinkle to learn how to build relationships and become more influential at work.
“Stars don’t beg the world for attention; their beauty forces us to look up.”
Amelia asks: I’ve grown a lot more confident over the past year at my job. Now I need to learn how to stand out at work, because I’m looking toward a promotion. What steps should I take to make that happen?
Joel replies: Maybe you’ve played it safe in the past, figuring your good work should speak for itself. But you’re right—it won’t. You need a plan for catching the eye of those with influence in your organization, or they’ll never notice you. You need to speak up, be more confident and assertive at work.
- Create a Personal Brand
Just as products need branding, so do people. Here’s how to create your personal brand:
- Ask yourself what qualities make you who you are, including your shortcomings and idiosyncrasies. People who stand out at work are known for being their authentic selves. They know how to highlight their best qualities while asking for feedback in areas where they want to grow.
- Consider your career goals—where do you want to go next? That will guide what you want to be known for.
- Choose projects that highlight those strengths, rather than just saying “yes” to any work that comes your way. In doing so, you’ll craft a reputation as a person who’s great at the particular kind of work that really fuels you.
- Track your successes so you’re always ready to describe them—say, in an impromptu conversation with that exec you’ve been wanting to meet.
- Engage in Lifelong Learning
A person who remains perpetually curious, constantly looking for opportunities to grow, is sure to stand out at work. How can you do this?
- Take a class in something you want to know more about.
- Find a buddy from another department and teach each other about your roles, so you both understand the organization better.
- Read a book about a skill you want to master.
- Support a Good Cause
Either way, becoming known as someone who cares about the broader world will build you up in the eyes of others. Here are a couple ways of doing that:
- Start volunteering with a nonprofit, if you don’t already. Casually mention to coworkers that you plan to volunteer over the weekend.
- Hang a flyer for a donation drive on the bulletin board, and mention to coworkers that you’re supporting it. Make sure not to sound pushy or self-righteous about it.
- Embrace Failure
People who stand out don’t hide behind small, safe successes—they seek out risks and take them. Of course, they’re smart about which risks are worthwhile, choosing ones they have a good chance of conquering. You won’t achieve them all, but you’ll enjoy some very exciting successes when you start seizing the day in these ways:
- Ask yourself what risks you need to take to get where you really want to go.
- Dive into a project that stretches your abilities, really challenging you.
- Share the good news—and its measurable results—with coworkers and superiors when you succeed.
- Speak Up in Meetings
Speaking up in meetings can be daunting, but it will get easier with time. Here are a few ways to start:
- Figure out one topic on the agenda that you have a lot to say about. Prepare to ignite conversation on that topic.
- Bring creative ideas that speak to the qualities you want to be known for.
- Ask insightful questions when others present ideas.
- Practice saying one thing that pops into your head at each meeting.
- Become a Mentor
Serving as a mentor to others will highlight both your expertise and your concern for the organization’s success. When your boss sees coworkers coming to you for advice, you’re sure to stand out. Here’s how to begin:
- Does your department have a new employee? Offer to show her the ropes. Just by being friendly and available to answer questions, you’ll start cultivating a strong relationship.
- Give coworkers advice about things you’re an expert on. Don’t beat them over the head with it—just share tidbits of information in conversations, and invite them to drop by your workspace if they show interest in learning more.
- Promote Yourself to a Leadership Position
There’s no need to ask for permission to become a leader. The best way to become known as a leader is to just start acting like one.
- Remember that cause you support? Organize a volunteer day for your office, explaining to your boss how this will build team spirit.
- Volunteer to lead meetings.
- Spearhead an exciting project, delegate responsibilities to team members, and give them positive feedback to coach them along.
If you take these steps, you’re sure to stand out at work. How you approach success makes a difference—you won’t be passively waiting for it, but actively reaching for it. That will mark you as a leader in the eyes of your boss and other decision-makers. In turn, this will boost your job security and lead to exciting opportunities for promotion.
Joel can help you boost your visibility among leaders and coworkers. If you want advance in your career, gain the deserved promotion or receive more work recognition, hire Joel for executive coaching.
“The best move you can make in negotiation is to think of an incentive the other person hasn’t even thought of – and then meet it.”
Nora received a job offer for the position of her dreams. She was ecstatic. She wasn’t even focused on the salary. Fortunately, she shared the news with one of her mentors, who had also been her very first boss. “Don’t accept without a negotiation,” her mentor advised her. He shared these statistics about salary from a recent Glassdoor survey:
- Three of five employees do not negotiate their salary.
- Women are less likely than men to negotiate—68% of women vs. 52% of men abstain from negotiating. This is a shame, because salary is almost always negotiable.
- When men negotiate their salary, they’re over three times more likely than women to succeed. This may stem in part from confidence—men tend to have an easier time asking for what they want—though that’s not to dismiss the impact of sexism. However, it’s getting better: The gender gap is much lower for younger workers than for older ones.
- Older workers as a whole are also less likely to negotiate salary. As younger employees set the pace for negotiations, the older generations would be well advised to keep up—with their experience, they’re likely settling for less than they could have.
Here are 4 steps to succeeding in your next salary negotiation so you can Get Paid What You’re Worth.
- Build Up Your Confidence
Having confidence is crucial to salary negotiation. Knowing the interviewer expects you to negotiate should give you a confidence boost. Remember that the raises you get down the road will depend on your starting salary.Mentally prepare your spiel about your track record of success. Get ready to cite the specific results of projects you handled in your current or previous role. If you’re asking for a raise from your current boss, prepare to discuss your successes as thoroughly as you would for an interview. Rehearse with a friend to make your answers as eloquent as possible.
- Do Your Research
Whether accepting a new position or asking your current boss for a raise, find out the typical salary range for your position in your geographical area. Remember, this could have changed in recent years. When you’re knowledgeable about salary ranges, you’ll feel much more confident making an offer. Consider the current state of the industry, too. Was it struggling when you accepted your position, but now flourishing? That gives you plenty of room to negotiate.
- Hold Off on a Number
Try not to be the first to put forth a number, says Michael Zwell in Six Figure Salary Negotiation. If asked about your expectations, try to give a less specific answer, such as “My expectations are in line with my experience and abilities,” he adds.If forced to give an answer, factor all the benefits you would like into the number, says Roger Dawson in Secrets of Power Salary Negotiation. Such benefits may include potential work bonuses, health insurance, retirement plan, vacations, and tuition reimbursement.
If you’re switching careers, request the chance to renegotiate after six months, says Zwell. This gives you a window of time to prove yourself in the new role, and then to request more than you could have initially.
- Use Leverage
If you’re applying for a new position, indicate that you’re considering another offer, says Dawson. At the same time, signal some degree of flexibility about salary. Highball your target salary, but say something like, “I might be able to take a little less,” he suggests. Know the company is almost certainly lowballing you if they make an offer—they expect you to make a higher counteroffer.
As Zwell says, if you’re negotiating with a current employer, you won’t be terminated for aiming much too high, whereas with a prospective employer, it’s possible you could lose the opportunity. However, aiming much too high with your current employer could signal that you’re unhappy with your position, he asserts.
If you’re offered a promotion within your company, remember that salary is negotiable here as well. Bring up the salary question with your potential new boss, not your current one, says Zwell. If made an offer, don’t be afraid to make a counteroffer. Consider what they’d have to pay a new hire, as well as the value added from your familiarity with the company.
Most importantly, have patience. The salary negotiation process can take a little time, and not settling on an offer too soon can benefit you over your entire career.
Negotiate in person if at all possible, says Dawson. It shows you’re serious and gives you a chance to respond to questions as they arise. Ask the company to put your agreement in writing, he adds. This eliminates any misunderstanding, especially when factoring in the benefit and compensation packages. Remember, the company is typically as eager as you to reach a mutually agreeable salary and move on!
If you want to get paid what you’re worth, utilize Joel’s Salary Negotiation Coaching.
“An image is not simply a trademark, a design, a slogan or an easily remembered picture. It is a studiously crafted personality profile of an individual, institution, corporation, product or service.”
~Daniel J. Boorstin~
Stella went out for drinks with a few coworkers after work. Over their conversation, she realized they had no clue what she did or what value she contributed. If she was that invisible to colleagues, she knew she must be invisible to leaders as well. She hopped on the phone with me to discuss how she could revamp her image at work.
Individuals, like companies, have a brand, I told Stella. Those who are proactive at shaping their own brand identity are more likely to be recognized and to get ahead in the workplace.
I then asked her to complete a simple exercise that I recommend to my clients. If you’re working to hone your personal branding at work, complete this exercise yourself:
List the three adjectives that best describe how you’re perceived by others at work.
Next, pick three adjectives that you would like others—especially your boss and key decision-makers—to use to describe you.
Now, here’s the tricky part (but it can be fun, too):
Develop specific, actionable strategies to move your brand identity from list #1 to list #2. This might involve training opportunities, volunteering for special assignments, or even changing your body language or how you dress. Make sure the appearance you project reflects the image you want to create.
For example, if one of your desired brand attributes is “creative,” look for opportunities to showcase your creativity at work. Then grow your personal brand by pitching an inventive new project or consistently offering your creativity in group efforts. Prepare to advocate for your ideas by explaining what they offer to the company—brainstorm on this with someone you trust first if need be.
Finding ways to add value to others’ projects in order to highlight your desired brand attributes is another way to make sure they take notice. Meet with them to discuss what they’re doing, and then make a pitch about how you can help.
As a publishing editor at a magazine, Stella wanted others to perceive her as savvy about bringing in the best talent. Innovation and ability to thrive under pressure were the other two key attributes she most wanted to play up. Currently, she believed others perceived her as highly accurate and organized, along with having strong communication skills—certainly all important qualities in an editor, but, well, pretty boring on their own.
Stella decided to pitch a special issue on a controversial topic, along with a design idea they’d never tried before. Her team loved it, and they hit a new record for copies sold. By revamping her image, Stella increased the success of the whole company.
Reaching out to influencers in your organization can help you make the most of such victories. According to a recent Nielsen survey, the opinions of people we trust are what influence us most when it comes to branding. Use this to your advantage with personal branding. Shifting how you’re perceived by a few key people with strong credibility can turn the tide for your career. Stella’s victory was so visible that leaders couldn’t help but notice, but you might need to make a call, send an email, or drop by an office to share what you’ve accomplished.
Crafting your own distinctive brand won’t happen overnight. But your personal branding strategy will work in due time, if you’re persistent. When you take your “brand manager” role seriously, you’ll be surprised at the difference you can make in achieving your career goals.
Contact Joel, as your leadership coach, to help craft your own distinctive brand.