Last updated on Jun 20, 2024

Here's how you can secure a raise using negotiation techniques as an experienced outside sales professional.

As an experienced outside sales professional, you know that success hinges on your ability to persuade and negotiate. But when it comes to securing a raise, the stakes are personal and the pressure is high. The good news is that the same tactics you employ to close deals can also be leveraged to negotiate your salary. This article will guide you through the process of using proven negotiation techniques to secure the raise you deserve.

1 Know Value

Understanding and articulating your value is crucial when negotiating a raise. Reflect on your sales achievements, client relationships, and contributions to revenue growth. Translate these accomplishments into tangible benefits for your employer, emphasizing how your efforts have directly impacted the bottom line. When you approach the negotiation table, be prepared with a clear narrative that demonstrates your worth and justifies your request for a higher salary.

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Grant Greene

Senior Territory Manager at Ranpak
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If you have the accomplishments (hitting/exceeding budget, opening new accounts, increasing business at existing clients, etc.), bringing them up is not being cocky. You owe it to yourself to “check” with your management that they ARE aware of them and ARE valuing them.

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2 Market Rates

Researching market rates is an essential step in preparing for salary negotiations. By knowing the going rate for outside sales professionals with your level of experience and in your industry, you set a benchmark for your salary request. Use this information to position your ask within a realistic range, showing that you are informed and reasonable. This approach not only strengthens your case but also shows your employer that you are aware of industry standards.

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Grant Greene

Senior Territory Manager at Ranpak
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Restating what someone already knows is not a bad thing: it allows you to establish with your management that you both agree that a particular n position with certain responsibilities/expectations are worth a specific amount. It forces management either to acknowledge that you fit the profile (are worth that amount) or discuss what they feel you lack - you have the chance to address that “lack” on the spot.

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3 Timing Matters

Timing can significantly influence the outcome of your raise negotiation. Look for opportunities when your value is most visible, such as after a big sale or during a performance review. These moments can serve as leverage, demonstrating your recent contributions and reinforcing the idea that investing in you is beneficial for the company. Avoid times of organizational stress or downturn, as these may hinder your chances of success.

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4 Presentation Skills

Your presentation skills are as important in negotiating a raise as they are in making a sale. Approach the conversation with confidence, clarity, and professionalism. Anticipate objections and prepare responses, just as you would for common sales objections. By presenting your case effectively, you'll show that you not only excel in outside sales but also in advocating for yourself.

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5 Win-Win Scenario

Aim to create a win-win scenario where both you and your employer benefit from the raise. Suggest ways in which your increased compensation could lead to greater sales or improved client satisfaction. Be open to alternatives such as performance bonuses or additional benefits if a straight salary increase isn't feasible. This flexibility shows that you're committed to the company's success as well as your own.

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6 Follow Up

After presenting your case, it's important to follow up. If a decision isn't made immediately, set a date for the next discussion. Continue to perform at a high level to reinforce your request. If the answer is no, seek feedback and establish clear performance goals that could lead to a raise in the future. Persistence and a positive attitude can make all the difference in achieving your salary goals.

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7 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?

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Grant Greene

Senior Territory Manager at Ranpak
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During these talks, be bold and ask this question: is there anything in our conversation today that throws up a red flag? It lets them know you want to address any reservations they might have right at that moment.

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Here's how you can secure a raise using negotiation techniques as an experienced outside sales professional.

1

2

3

4

5

6

7

1 Know Value

2 Market Rates

3 Timing Matters

4 Presentation Skills

5 Win-Win Scenario

6 Follow Up

7 Here’s what else to consider

Outside Sales

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Here's how you can secure a raise using negotiation techniques as an experienced outside sales professional.

1

2

3

4

5

6

7

1 Know Value

2 Market Rates

3 Timing Matters

4 Presentation Skills

5 Win-Win Scenario

6 Follow Up

7 Here’s what else to consider

Outside Sales

Rate this article

Thanks for your feedback

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