On the surface, this may not appear to be a difficult problem, and in most instances, it is not. However, if you have personally maintained very high earnings, it may be difficult to uncover comparable opportunities. There are many reasons why this kind of situation can occur.
The problem, of course, is that many employers will be skeptical of someone who is willing to take a financial step down. There are implied questions about whether you'd be truly happy in a lower paying position, whether you would leave the moment a better offer comes along, how motivated and enthusiastic you'd be, and at another level, whether a failure to achieve at previous levels has forced you to look for a job that pays less.

The actions taken to offset it will vary, and each situation needs to be viewed individually, though there are some common themes.

Mindset

It is important to remember that the only valid question in the hiring process is whether you are the best person for the job, based on previous performance, your possession of the right skills and personal traits, and the level of enthusiasm you bring. If in fact you are the best candidate based on those criteria, then you can overcome this liability, and in some cases turn it to an advantage, with clear, sincere communication.

Resume

On the resume, there is no need to address this issue, other than to make sure that, to the extent you can, your goal statement or positioning matches the position you are seeking. Also, if you had a title in a similar-sized company that is one or more levels above the position you seek, do not use the title or, if you must use it, do not emphasize it graphically.

Interviews / e-mail / Letters

It is important to remember, first of all, that you do not need to volunteer earnings information. If it is brought up early in the process, you can state that, based on what you know about the company, the earnings level of the job in question is very likely in the range you're targeting, and you'd be happy to discuss the financial aspects in detail at the point where they have decided they are genuinely interested in you.

When and if the subject is raised and the time is right to address it, what you say in interviews and correspondence will be based on the circumstances which have you seeking a job with lower compensation.

If you achieved high earnings in a producer role, such as stock broker, sales executive, or attorney, make it clear that money has always been secondary to the pure enjoyment of doing an outstanding job, that it has always flowed naturally and sufficiently based on performance.

Explain that at this stage of your career, you are more enthusiastic than ever about making substantial contributions. Project excitement and optimism. Let them know you believe the times have never been better for someone with your skills to make big things happen.

Then explain that because of past earnings, you are in the fortunate position to seek out as your next employer one that provides an ideal environment for its people who are top contributors, and that based on their reputation, they are right on the top of your list of prospective employers.

If you have had your own business and are seeking to join a company as an employee in a position where you won't equal past earnings, be sure to refer to the liability titled, "You are an Entrepreneur Seeking a Corporate Position."

In addition, specifically as it relates to earnings, be sure to emphasize that in ranking all the factors which will contribute to a sense of productivity and enjoyment for you at this stage, money is perhaps 3rd or 4th, and that the range you estimate prevails for this job is just where you are targeting.

Then go on to talk about the other elements that are more important to you, and explain that your enthusiasm and motivation to win this job are based on your observation that working in this company would fulfill every one of those key elements that go to make up the ideal job for you at this time. Make sure you are specific. When you give specific reasons, your sincerity cannot be doubted, whereas a generalized statement might not be viewed as coming from the heart.

If you have been highly successful but want a second career, let your natural enthusiasm for the new career shine through. Explain that in the priority of your values, the personal fulfillment of being active in this new type of position is #1. Give the reasons why.

Share your long held determination to move to this field. Point out that in your planning you had assumed the compensation would be lower, and that the range usually paid for such positions fits in perfectly with your personal finances, so it's not really an issue.

You can follow that principle whether you are a CEO who wants to manage a Foundation, a sales executive who wants to go into fundraising, a scientist who wants to become an educator, or a public relations executive who wants to run a company that provides social services to segments of the public. The roles don't matter. Your ability to convey your sincere enthusiasm for the new career does.

If you have achieved high earnings as a result of working extremely hard, and no longer wish to put forth that intense effort, communicate clearly the reasons why. Give details. Point out that you needed to bring more balance into your life, spend more time with your family, pursue outside interests, or whatever is accurate.

At the same time, put most emphasis on what you have learned from this, that you now understand you can be more effective long term for your next employer if you work only 110% to 120% as hard as most people, instead of 150%.

Explain how bringing more balance into your life has energized you, awakened a sense of creativity, and enabled you to work more effectively with others, if that is in fact the case. Whatever new outlooks or abilities you've developed as a result, tie them in to improving performance on the job.

In all circumstances and at all times, be careful not to project the idea that you want to be semi-retired, or that you want to ease off to the point that you won't be motivated to perform.

Get across firmly that your nature is to work harder and more intensely than most people, and that your basic nature will not change. At the same time, characterize your previous work level as an extreme that, over the long run, would not do you or your employer the most good.

Regardless of any concerns about previous earnings levels, it will be to your advantage to direct the interview to a discussion of the functional areas where they need help. Ask questions that direct the discussion toward the functions that will be most important for the person who wins the job, and when they are identified, relate examples of how you have used those precise abilities and strengths to make significant contributions to past employers.

The most memorable and credible way to do that is through concise situation-action-result format stories which show that you analyzed situations well, took appropriate actions, and achieved measurable results.

The actions in particular should show that you assessed situations quickly and correctly, then took actions in rapid-fire sequence, which got the desired results. These stories will demonstrate that you possess the confidence which stems from having addressed these challenges successfully.

You can also ask a question about the personal traits that will be most important in the person who wins the job. By introducing these into the equation, you will help your cause if you are ready to share examples of how you used those same traits to deliver specific benefits to your former employer. You can then point out that you're a close match both in terms of skills and personal characteristics.

Because hiring decisions are seldom made purely on the basis of a logical match between needs and strengths, make sure you have all the intangibles going for you. Project enthusiasm, and show that you've taken the time to learn a lot about the organization and the industry or field you wish to join.

Actions

Examine your past contributions closely, then prepare several action-oriented stories that demonstrate your personal strengths and get across your talent for moving rapidly to get results and deliver value in the types of situations that the employer can relate to.

Some of these stories can illustrate your abilities in certain job functions, and others can illustrate the personal strengths you think will be important for the type of job you seek. Many stories can illustrate both.

All of them should be good examples of your high energy level, ambition, and ability to achieve in demanding circumstances, the very qualities that might be called into question by your willingness to work for substantially less money.

Look for as many specific result indications as possible. Be prepared to give a wealth of evidence in the form of these memorable action-oriented stories which illustrate your ability to correctly size up situations and take actions that get the desired results again and again. This will reassure the prospective employer that you will indeed be a top performer, despite earning less than you did previously.

Develop and coach enthusiastic references from selected individuals you can trust inside your current and former employer organizations if you can, as well as a number outside of it, e.g., customers, suppliers, sales reps, consultants, etc., who will be happy to attest to your energy level, action orientation, ability to deliver results, and the fact that you work and produce for the pure joy of it! Review your resume with these references, and make sure they keep a copy available to scan when and if they are called.

This step will enable you to make the statement in an interview that, "You've heard about me from me, but you really need to hear it from some of the people who know me best, and I strongly urge you to call them." That will erase any lingering doubts about your suitability, enthusiasm and motivation, despite the fact that you're taking a financial step down.

Conduct research on any industry and companies you are targeting, using the Internet and/or resources in the Business Reference section of a good library. You might even consider going so far as to write a small article about the major trends in that industry as they affect someone in your function, whether it is general management, purchasing, sales, production, marketing, finance, customer service, information systems, or any other function.

In this way, you are not only showing initiative and ambition, but also creativity and an intense interest in the future of the company and its industry. You're also showing enthusiasm, an important factor in any hiring decision.

© 2010 Robert J. Gerberg    All rights reserved