Handling Being Underpaid Red Bank NJ

Dear Sue: I am the sales manager for a major corporation. I do a great deal of travel for the company, and have increased sales each year I've been with the company. According to my reps and upper management, the rep force has never been better. Management tells me I am doing a great job and all of my reviews have been glowing. 

When I received a small raise, I was told that it was the largest of anyone in my department, and that it was all they could afford to pay. My pay is based on a 40- hour week, yet I am required to work over 40 hours per week, including Saturdays. 

Based on what I know, people in my position are making over six figures, and I am not anywhere close to making that amount. Many of my sales reps make two-three times what I make.

I realize that I can leave, but would prefer to stay where I am, if only I could earn more money. What should I do? 

- Underpaid sales manager

Sue Says: If you haven't already, rather than asking for a larger salary, ask to earn a percent of the sales that are generated by your sales reps. In addition, talk with other companies, research your industry and determine the going rate for someone in your position. Once you have substantial evidence that you are underpaid, it will be easier to discuss the need for a raise. 

The next time you approach management, rather than asking for more money, tell them what you need at this point to feel that you are compensated fairly for your work. If you t...

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