What do you do if your worth and value are questioned during salary negotiations in Account Management?

1 Know your worth

Before you enter any salary negotiation, you need to have a clear idea of what your worth and value are in the market and in your company. You can research the average salary range for your role, industry and location, and compare it with your current compensation. You can also gather evidence of your achievements, contributions and impact on your clients and the business, such as testimonials, referrals, feedback, metrics and awards. Having this information will help you set realistic expectations, justify your ask and counter any objections.

2 Communicate your value

When you are ready to negotiate your salary, you need to communicate your value effectively and confidently. You can use the STAR method (Situation, Task, Action, Result) to structure your stories and highlight your skills, strengths and results. You can also emphasize how your work aligns with the company's goals, vision and values, and how you add value to your clients and the account management team. You want to show that you are not only a valuable employee, but also a loyal and committed one.

3 Negotiate with respect

If your worth and value are questioned during salary negotiations, you need to negotiate with respect and professionalism. You should avoid getting defensive, emotional or confrontational, and instead focus on finding a win-win solution. You can acknowledge the other party's perspective, ask open-ended questions, listen actively and empathize. You can also propose alternatives, such as benefits, incentives, bonuses or career development opportunities, if the salary offer is not satisfactory. You want to maintain a positive and respectful relationship with your employer, even if you disagree on the salary.

4 Follow up and evaluate

After the salary negotiation, you need to follow up and evaluate the outcome. You should send a thank-you note to the person or people you negotiated with, reiterating your appreciation and interest. You should also confirm the details of the agreement in writing, such as the salary amount, frequency, date and conditions. You should also evaluate the negotiation process and outcome, and identify what went well and what could be improved. You want to learn from the experience and prepare for future negotiations.

Salary negotiations can be challenging and stressful, especially when your worth and value are questioned in account management. However, by following these tips, you can prepare, communicate and negotiate effectively, and demonstrate your value and professionalism.

5 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?