GlaxoSmithKline details new incentive programme for US sales reps

GlaxoSmithKline on Tuesday announced details of a new "performance evaluation methodology and process" as part of an overhaul of its incentive compensation programme for US pharmaceutical sales representatives. The company announced plans last year for a new payment system for sales representatives, and in January eliminated individual sales goals.

Effective July 1, the drugmaker said it will evaluate sales representatives who work directly with healthcare professionals based on a combination of selling competency, customer evaluations and the overall performance of their business unit.

Deirdre Connelly, president of GlaxoSmithKline's North American drug division, remarked that the new programme assures physicians that "sales professionals are focused on improving patient health." She added that the company has "also invested heavily in training and compliance programmes to ensure that we are operating at or above the pharmaceutical industry code of ethics."

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