GSK considering change to sales compensation model

GlaxoSmithKline is considering changing the compensation model for its sales force, Bloomberg News reported.


An internal group at GSK is trying to find “more comprehensive options to simplify the Patient First program,” according to an internal memo obtained by Bloomberg, which was later confirmed by a company spokesperson. The news service writes that training programs were suspended in April and May due to “feedback from the field.”

GSK introduced its Patient First program in 2011, which it rolled out earlier this year. The program shifts sales incentives from being based on prescription volume to evaluating sales reps' “selling competency, customer evaluations, and the overall operating profit” of the company's North American pharmaceutical business.


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