GSK shakes up sales incentives

Date: 29/07/2010

International drug manufacturer GlaxoSmithKline (GSK) has overhauled its sales incentives program.

The firm is shifting its reward and recognition focus from the number of prescriptions of GSK drugs written by GPs to a customer feedback model.

GSK will reward its 9,000 sales staff based on the positive feedback they get from their doctors.

The major shift in policy at GSK flies in the face of sales incentive programs run at every other major pharmaceutical firm - all of whom base their reward and recognition programs on direct sales.

Writing for bNet UK, Jim Edwards claimed: "GSK will be the first to remove that incentive. The results will be closely watched by any company that employs a large sales force."
Edwards concluded that the shake-up of sales incentives is a "gigantic experiment" which involved a number of "non-quantitative variables".

Writing for the Winnipeg Free Press recently, employment expert Barbara Bowes claimed that sales incentives were a major driver of employee satisfaction and urged firms to reassess their reward and recognition schemes.

Written by David Farrior ADNFCR-2060-ID-800008086-ADNFCR

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GSK shakes up sales incentives

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