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GSK changes sales rep pay in US

GlaxoSmithKline has implemented the next phase of its new incentive compensation programme for professional sales representatives

GlaxoSmithKline (GSK) has implemented the next phase of its new incentive compensation programme for professional sales representatives.

GSK said sales professionals who work directly with healthcare providers will continue to be compensated with a competitive mix of salary and bonus, but the way bonuses are determined is to be modified.

A new performance evaluation methodology and process will now be use to evaluate sales performance, with three primary factors to be evaluated to assess performance and determine bonuses.

The factors are: selling competency, customer evaluations, and the overall performance of their business unit.

"Our sales professionals play a critical role in providing doctors with appropriate, updated information on the safety and benefits of our medicines.  This information helps doctors make informed treatment decisions for their patients," said Deirdre Connelly, president, North America Pharmaceuticals, GSK.

7th July 2011

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