Faculty News | HBR Blogs | 03
Is It Heresy to Make Salespeople Pay Their Expenses? An HBR Management Puzzle
by Frank Cespedes
It was just minutes after they greeted each other on the porch of the restored mansion that the sales manager and the VP of marketing of a heavy-machinery company found themselves embroiled in the real purpose of their lunch meeting: Hashing out the sales manager's plan to make salespeople financially responsible for their travel, food, and entertainment expenses.