How to get a pay rise when you work in sales

In this article, I share some tips on how salespeople can ask, and get, the pay rise they feel they deserve.

When you see your payslip on the last day of the month, how do you feel? Are you happy, or do you think it should be slightly bigger? Most people feel a bit undervalued, even if they love their job most of the time. Most salespeople feel they deserve more. Sales is the driver of the company, right?

However, asking for a pay rise is a daunting prospect. How do you articulate how you feel, without rubbing your manager the wrong way? What if they say no? What then?

Here are some tips on how to get a pay rise without burning bridges.

Preparation is everything

You can’t just march into your manager’s office, ask for a pay rise, and expect to be successful. You need to plan, and while you’re there, you need to be honest with yourself. Put yourself in your manager’s shoes. Would you give you a pay rise?

Think about what you can do to demonstrate that you deserve a pay rise. Do you exceed your personal target every month? Have you been achieving big numbers for a long period of time? Do you do other tasks around the company which deserve to be acknowledged? If you mentor new starters, for example, that could be something to present.

It has to be said, if you’re not smashing your target every month, and if you’re not showing commitment to your company by doing extra tasks, then maybe you don’t deserve a pay rise. Be truthful. If you honestly don’t think you can demonstrate these things, then make a resolution to work harder until you can.

Information is power

Next, do some research into your industry. What are people in your role, with similar levels of experience, receiving at companies like yours? Is it more? Are you underpriced in the market?

In addition, do a bit research into your own company. Have a look at your contract. Does your company allow for pay rises? Perhaps you’re in a pay band, with a minimum and maximum. It could be that it isn’t possible for you to get a pay rise. Finally, find out, if you can, if your manager has discretion over pay rises.

Put together a solid, persuasive list of reasons that you deserve a pay rise. Once you’ve done this, it’s time to schedule a meeting.

Ask for a meeting

You can’t just bend your manager’s ear in the pub about how undervalued you are. You have to do things the right way. Ask for a meeting with your manager, in private. Don’t tell them that it’s to talk about your pay though, tell them it’s about your performance level. Make sure they know it’s important though, don’t accept being brushed off.

Just do it

When it’s time for that meeting, you just have to take a deep breath and lay it all on the line. Politely and calmly, present your evidence that you deserve a rise.

Put it as a business case, as something that will benefit the company rather than yourself. Personally, I wouldn’t say that I could get more money at a competitor, even if it’s true. It could have the opposite effect on your manager. Use that research to figure out what you’re worth in the market, but don’t actually use it in the meeting.

Be prepared to negotiate. If they ask you how much you want, try and pass it back to them. ‘What do you think is fair?’ This is where your research into your competitors might come in useful.

You may be asked to formally take on extra responsibilities in exchange for a rise. Or, your manager may want to give you a rise, but make it performance-based. Take time to weigh up whether that’s a good thing or not.

Keep calm, and keep your manager onside throughout the meeting. Remember, this is business, not personal.

After the meeting

Once the meeting has finished, follow up with an email, recapping exactly what was agreed.

You may not get an answer straight away. It’s possible that your manager has to ask the Finance Director, or someone else higher up in the company.

The answer will go one of two ways. If you’re successful, that’s great news. Well done. Carry on working hard and effectively. Make sure you repay your company for their faith in you.

If the answer is negative, you have a choice. You can be despondent, slack off, look for a job elsewhere. Alternatively, you can double down on your hard work. Work even harder, bring in even more sales, show greater passion for your role and your company. You know the right thing to do. It’ll be even sweeter because your manager will be expecting you to slack off.

Asking for a pay rise is one of the hardest things you can do in a job, but if you follow these tips you have a good chance of success. Good luck.

Over to you now, do you have any tips on how to get a pay rise when you work in sales? Leave us a comment down below.

Become a sales leader at www.salesconfidence.co/blog

About the Author

James Ski works for Linkedin and advises companies on recruitment, employer branding and how to achieve scalable, predictable sales growth.

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You can also follow him on Linkedin or on Twitter @jamesas

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