David Field loves the iHeart system of cutting commissions for top sales people.
And, yes, that’s what it has come down to.
Entercom badly needs to get revenue back up after its disastrous merger with CBS Radio and yet what he’s beginning to do is likely to have the opposite effect.
If you want to see what poor morale gets your sales department, look no further than Cumulus that lost many of its best sellers when the company sapped them from selling with corporate red tape and unnecessary procedures.
This trick that Field is going to pull – you’ll see the details in a moment – is his dream compensation strategy because iHeart does it and anything iHeart does, Field seems to want to do.
And second, because he will make more money and the sellers will make less.
Field is not a warm and fuzzy guy. He doesn’t connect with employees because he makes all the money and they get nickel and dimed to death.
This plan being installed at some Entercom stations right now is the future for the entire merged company as well as dangerous temptation for other groups to follow.
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