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What Did Changing Sales Rep Compensation Do For GSK?

This article was originally published in Scrip

Executive Summary

Across the pharmaceutical industry there has been a lot of talk about improving reputation and building a "patient-centric" business model. GlaxoSmithKline wanted to put its money where its mouth is and prioritize patients by changing the way it compensated it sales reps. After a "bumpy road" the new model has worked well for both customers and for business as better sales calls with doctors drives new product growth, says Victoria Williams, GSK's vice president and sales director, France.

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