GSK has announced changes to its sales representative incentive programme for representatives in certain countries. These changes reflect the growing shift in GSK’s portfolio to innovative Specialty Care products, including oncology.
GSK says it will allow the company to attract and retain the best salesforce talent, enhancing the quality of dialogue with healthcare professionals (HCPs) and helping them better serve patients. GSK says that the changes uphold its ethical and values-led approach to HCP engagement, in full compliance with laws and policies, whilst supporting delivery of strong performance.
Changes will be made to the incentive programme for pharmaceutical and vaccines sales representatives to better recognise and reward individual effort. Specifically in Specialty Care, the capped variable pay element of a sales representative’s compensation will be evaluated on the basis of individual sales targets.
These changes will be applied initially in the US, UK and Canada from July 2019 and a comprehensive training, control and monitoring framework will be put in place to ensure implementation of the new programme is fully aligned with GSK’s values-based approach to HCP engagement.