This is the last in the series of four blogs on sales compensation; the hybrid or combination model. As a quick review we covered:

• Aligning your selected compensation plan with management's goals and the sales professional's day to day activities.
• Ensuring reinforcement comes as close to the desired sales behavior as possible.
• The strengths and weaknesses of the 100% base and 100% commission models.

Previously we covered frustration with sales compensation and the constant search for the perfect program.The last blog reviewed 100% base pay as an ineffective model to motivate sales professionals.

Now let's examine 100% commission, as the perceived end all for the "real" sales professional, basically this model is an urban myth!

One of my favorite talk shows is William Shatner's , Raw Nerve. The other day I was watching him interview Gene Simmons of KISS fame. I didn't realize the meager background Gene came from, much less some of his philosophical underpinnings.

Two things struck me about the interview.