GSK’s move to a new model of customer engagement has generated a great deal of debate. Indeed, many commentators remain skeptical that this ‘ethical’ model – especially the decoupling of sales incentives from prescription volume isn’t robust enough to deliver results in the long-term.
A myriad of questions is being asked by onlookers: How does GSK incentivise its sales people now? How can it maintain its revenue and encourage growth? How has GSK implemented a change program on such a huge scale? In this white paper, eyeforpharma speaks to the experts, both GSK insiders and outside observers, asking (and answering) these fundamental questions and more. Most of all we ask – will GSK’s new transparent, reputation-boosting sales model be a template for the entire industry?
Read more in this intriguing white paper.