Your Salary History: How Much You Should Tell?

It's a dreaded question during the job application process, and it has nothing to do with the gap hole(s) in your work history. Should you reveal your salary history? Absolutely not. It's supposed to be that way, but the job application is like a game of poker.

There's a moment (or two) when recruiter will bluff you. Either you return the favor or tell your previous salary right away. It's not advisable to choose the latter because history would show that women earn less than men. (If you're a huge tennis fan, then you should know the significance behind "Battle of the Sexes".) If you're underpaid in your previous job, then you'll likely be underpaid in your next one. It would be unfair if you have the potential waiting to be fulfilled, if not you have learned new skills (in your previous job). It's your doing, though. Lastly, matters regarding salary is strictly confidential. Employers want to gauge the market value of applicants, so you can't fault them for their motives.

Your salary history will be asked during three occasions, so there are three ways to deal with it.

3 Ways to Answer the Dreaded Question

Write a persuasive note. When you fill out an application form, you'll come across boxes (or long lines) pertaining to personal information and work history. You can't figure out one, as you wonder if you leave it blank or put a zero on it. You're supposed to disclose your previous salary, but you want to give yourself a fighting chance. There's no need to agonize on this one, as you can compose a note. (It can be attached to the form or you can add it at the end of it.) Do your best to be persuasive, as you suggest to discuss about compensation when you learn more about the vacant position. It will be better if you become specific about it, as you ask for the responsibilities that the individual must do (in that position). It should give you a better idea of a salary range (that you have in mind). This strategy is effective if you want to earn more than what you've been earning in your previous job. And you don't have to worry about what recruiters would be thinking after reading your response. If you meet the requirements, then there's a good chance that recruiters won't pass you up. If your resume reveals more than your skills, then expect a call from them soon.

Show your enthusiasm during the job interview. The question about your salary history will be asked again, and it will be during the interview this time. You can simply tell the recruiters that it's a confidential matter. If they repeat the question, then there's no point in avoiding it. They want you to make the first move. Tell them your salary range. What happens next is a make-or-break situation. Show them your interest in the position, highlighting your achievements in your previous job(s). You shouldn't feign your enthusiasm. (It will be better to practice it before the actual interview.) Don't be defensive about it, and never show your reaction when you notice the recruiter's disapproving look. It may be bluffing. If you're that good, then show it without trying too hard.

If recruiters want the exact figures, then tell them. If you were underpaid in your previous job, then a short, straightforward answer won't be good enough. You should have done a research (prior to the interview), where you had to figure out how much a person of your skill and experience should earn in this particular position. (You can ask your ex-colleagues about it, even anyone in their network. It won't be easy, but you must keep on doing it until you have a few figures.) If your previous job had bonus and benefits, then factor it into your salary range. And do it with lots of enthusiasm. There's no guarantee that recruiters will agree to your salary range, but you can still negotiate it. (The process won't end there.)

What happens next?

If you don't receive a call, then it will better to look for another job. The company may not be a good place at all, so charge it to experience. Consider it a blessing in disguise, as a better offer might come on the next one. Don't ever call the recruiter (or the person in charge) for a follow up, as there will be little (or no) chance that you'll get a raise. Think about the immediate future. (If you agree to be underpaid in your next job, then you'll probably be underpaid throughout the rest of your career.)

Several factors can influence the outcome of this process. How you market your skills and good traits in your resume will be one of those things. Another one will be the recruiter's first impression of you (during the interview). How you answer the questions will be important too. (Never show a moment of indifference, not even a lukewarm response to a question.) A follow up will be optional depending on how the subject of salary will turn out.

If you do your research, then you have nothing to be afraid of.