How did the salesperson falter? His plea for a raise was good for him not for the company. He should have tried to convince his boss as to how he could benefit the company if he was a satisfied employee. Here are a few suggestions for negotiating a better deal:
Validate your plea
The salesperson in the example didn't have any ground for a raise. His timing was wrong. He should have known that bad year wasn't the right time for testing his value. On a good ground he could have had a better offer from the company or on the free agent market.
A better offer from another company establishes your value and you are worth more to the company. If your boss wants to keep you, you have the advantage of dictating your terms. If you use 'well, I am offered a better compensation from another company' ploy you must be ready to quit.
The timing
Don't even think of a raise until you have been with the company for a year or more. The company values your worth when you could build sustainable customer relationships through which you can push the sales up.
Go for small adjustments first
You may convince your employer for a raise in your base pay since it has not been adjusted for some time. But today's trend is to keep the base pay low and increase incentives so that the company can reduce fixed expenses while rewarding you when you come up to the company's expectations.
Be ready to shoulder more responsibilities
Your job is to sell and meet the quota besides guiding junior salespersons and be part of the team. You are also expected to help your boss in sales meetings, not just attending them. You should not promise clients things that cannot be met by the production people. You should know that bosses do everything to keep salespeople with good attitude and don't hesitate to fire the substandard employees.
Ask for perks that don't make the company pay more taxes. ek a raise only after you have made the quota. It is easier for your boss to give you 10 percent or even 20 percent more on everything you sell over and above the quota. This works as your boss has to deliver a number to his boss. Once you deliver that number, your boss will want you to stay.
You and your boss must win
Show that you are willing to take more responsibility and prove you deserve more.
Asking for a raise is just like pleading for an order from a client. Prepare well for making a good presentation for a raise. This meeting with your boss is just like the one you have with a major customer. Present your performance and accomplishment convincingly. Show that a raise to you as a benefit to the company.
