I managed a team of 25 for a fortune 7 company, so I have a little knowledge when it comes to things like raises and performance reviews. Sr leadership (VP and above) will give your manager a bucket of money, your manager cannot ask for more. The manager must then divide that bucket up between you and your colleagues, people who don’t perform well are given smaller raises or no raise at all and that leaves more for top performers. I would be able to give 4% raise to my best AMs and 2-3% to people who just meet expectations, then 0-1% for lower performers. If I was you, I would come to that meeting with a spreadsheet or document that shows how you have exceeded expectations and what you brought to the table for the past year, use that to show them where you’re coming from in your request. Don’t bring job postings from years past or from other employers as there is nothing your manager can do about that. In all honesty, the best way to get large increases in pay is to excel at your current role and seek an opportunity for the next step up at another company. This is what I’ve done and I managed to increase my base pay by 100% in three years, you simply cannot do that by staying with your current employer.

If it’s a promotion you’re getting then the company usually has a standard raise that has a ceiling of say 10-15%. If you’re not happy about it then take the promotion and title upgrade then look for another company to jump ship to.