Editor's Note: In the second part of this two part series, Perrino and Class outline a number of ways a firm can pay and motivate sales professionals. Read part one to understand why you should hire a sales professional to begin with.

You've made the decision to hire a sales professional. Now, what is the optimal mix of salary, bonus, and commission that will keep our sales professional motivated? Most firms should expect to pay a top candidate an amount equivalent to what they pay their managers or senior managers.

While some firms have utilized a commission-only compensation plan, any accomplished sales professionals may not be willing to take the position when they bear all the financial risk. In fairness, it would be difficult for them to do so, as they could not reasonably be expected to earn significant commissions within the first 12 to 24 months, of service.

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