"Neil, interesting writing, kudos. While compensation is certainly important please allow me to suggest it's only part of the bigger strategic issue for radio which is the what, why and how of our sales process. Radio folks get up every morning with a single strategic intent - kill the radio sales folks across the street. It's radio vs. radio, a brutal internecine warfare that is, by nature, limiting. Too often radio operators are focused on optimization strategies, tweaking the numerator, when they should also be investing precious resources on changing the denominator. Here's a homework assignment for radio leadership. Watch the video (at the link) and ask "How exactly are we going to pitch Big Frank to buy radio?" http://youtu.be/Vgk1YfInZoM" - Dave Martin