Glaxo Changes How It Pays Sales Reps as Drugmaker Bets on Cancer
- Policy will better reward individuals’ efforts, Glaxo says
- U.S., U.K. and Canada staff will be affected starting in July
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GlaxoSmithKline Plc has reversed course on how it pays some of its sales representatives in a bid to spur growth as the U.K. drugmaker expands in the competitive market for cancer medicines.
Glaxo will put more emphasis on individual staffers’ performance in a move that will affect about one-fifth of its global sales force and bring its policies more into line with rivals’, according to a statement Thursday. The company said it will impose more controls to monitor sales data and detect any signs of abuse.