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The Active Ingredient features expert insights and commentary from leaders of ZS Associates' global pharmaceuticals practice.

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Three Takeaways From ZS's 2016 Pharma Sales Comp Conference

Posted by ZS on Tue, Aug 09, 2016

As the U.S. healthcare ecosystem continues to undergo a significant evolution, and the focus for many life sciences companies shifts from physicians to patients, payers, integrated delivery networks and a host of other stakeholders, pharmaceutical companies are working to keep pace with these changes. ZS recently welcomed more than 60 forward-looking pharmaceutical sales compensation professionals to Boston for a two-day conference to exchange ideas, network with industry leaders and learn from experts in the field. Here, we’ve highlighted three takeaways.   

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Topics: Steve Marley, 2016 Pharma Sales Comp Conference, Jerome Chabrillat

Should You Pay the GSK Way?

Posted by Steve Marley on Mon, Dec 23, 2013

GSK has been in the news frequently over the past three years with respect to changes in its incentive compensation program.

In June 2010, GSK announced that bonuses for salespeople in the U.S. who work directly with HCPs would no longer be based on individual achievement of sales targets, but will be based primarily on the service they deliver to customers. Bonuses would be determined, in part, by customer feedback, and by a sales professional’s adherence to the company values of transparency, integrity, respect and patient-focus. In July 2012, GSK entered a Corporate Integrity Agreement with the Office of the Inspector General of the US government, stating in part that GSK will not provide financial reward for its salespeople based upon the volume of sales of GSK products within a given employee’s own territory. Most recently, a December 2013 article in The New York Times described that GSK is extending the incentive compensation provisions to the rest of its global business by 2015.

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Topics: sales compensation, Steve Marley

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