More money is always possible, I keep hearing from candidates in interviews. Sure, we can increase your annual salary by 5% – but is that really the decisive factor? I’m sure you’ve already asked yourself what you need to change so that you can move up into the “league of top earners”. In my opinion, there are many ways to get there and I would like to give you a few options here. It’s up to you to decide which one suits you best.
Consistently upwards!
Have you already tried this? You consistently work your way up, for example from consultant to senior consultant / project manager, on to team leader and later possibly division manager, and are surprised that you come to such a “magical end”. You simply can’t go any further, even if you change companies. For you, this could mean the end of the line because you have simply ignored a few stations that are important for entering the “league of top earners”.
Unfortunately, nobody told you along the way how important it is that you build a few other things into your career alongside your specialist career. I’m not talking about a few seminars or a coaching program. No – you need to build in individual stages of at least 1.5 years. It’s about the following:
- You must have worked at least in PreSales (only PreSales, not part-time PreSales) or better in Sales. Why is this so important? Because you broaden your (limited) perspective and gain an enormous customer focus, which is fundamentally important. Have you ever noticed that managing directors or partners have a very large proportion of sales in their work? If not, then focus your attention in this direction.
- You must manage a team of at least 20 employees in a disciplinary have led. Again, I’m not talking about team leadership and 4.5 days of project work! It is essential that you understand how important it is to actively supervise and develop a team – and you can’t do that on the side.
- You must have a a clear industry focus in your CV. Of course, you can also continue to work with clients in related industries and carry out projects, but it is important that you and everyone else recognize a common thread in your industry focus.
Do you realize at this point why these points are so important for your career?
If not, then let me be very direct and clear.
- Those who only ever work on their (small) or even known horizons in depth have not yet proven that they can also work on completely new topics and sectors.
- In the first 6 – 10 years of your career, it is important to build up your professional skills – that is the basis. But after that, it’s your social skills that count!
- If you switch from consulting to sales and then possibly back again, you demonstrate enormous mental flexibility.
Phase 2 – Social competence
As already mentioned, it is extremely important to build up specialist expertise in the first phase of your career. This is the basis for your professional success. We know all about it – there’s nothing worse than a manager who is just a vapor talker. So take care of your professionalism in phase 1.
Phase 2 then requires a huge shift from technical to social and leadership skills. If you really want to get to the top, you need:
- Leadership qualities
- Distinct emotional balance – this is where most people fail
- Compassion
- Customer and employee focus
- Visions
- Power and positive energy
I will briefly address the second point – emotional balance – because this is where most people fail.
One moment we are mindful, calm and at peace with ourselves, the next we are thrown off course by strong emotions. How do you manage to bring balance to your emotions?
Realize that your feelings are neither good nor bad. No matter what your feelings are, they are feelings and they are all neutral to begin with.
How do you deal specifically with the fact that a coworker reproaches you, for example, and you go completely off the rails and could freak out with anger?
- Rule no. 1: Don’t react immediately. No matter what has happened, you don’t have to react immediately. You are not obliged to. Alternatively, take three deep breaths in and out.
- Shelf no. 2: What feeling do you perceive? Can you name it clearly?
- Question no. 1: What is the worst that can happen? Realistically, usually very little.
- Question no. 2: Do I have to be active here, is this my construction site? Or is someone trying to dump their garbage on me?
Realize that no matter what happens, you are not reacting on the outside. You are not the plaything of your employees or customers. You have time and if you don’t, you take your time.
As soon as you have breathed, you can think clearly again and act completely without emotion.
Do you understand the difference in emotional balance or not?