Local Tech Wire

RESEARCH TRIANGLE PARK, N.C. – The sales force at (NYSE: GSK) will face the challenge of a new compensation plan next year to relies on service, not meeting sales targets.

The drug giant, which operates its U.S. headquarters in RTP, said Monday that a new evaluation and compensation plan will kick in for 2011 in which customer feedback will play a role as well as sales performance.

Other factors in determining bonuses will include “adherence to the company’s values” in:

• Transparency
• Integrity
• Respect
• Patient focus

"The U.S. healthcare marketplace is changing significantly in response to demand by patients, healthcare providers and payers for higher quality care, lower costs and better health outcomes," said Deirdre Connelly, president of North America Pharmaceuticals at GSK.

“Physicians have been telling us they want to see fewer sales professionals, and those they do see need to provide greater value in helping improve patient health. In response, we are changing the way we sell our medicines and vaccines in order to deliver the value our customers demand, in a transparent way, with integrity and respect for the patient."

GSK said its sales professionals will be “working in a different way” in order to adopt to a healthcare system in which more decisions are made “from a central office.”

Connelly said customer feedback played a major role in GSK’s changes.

"We’ve spent a good deal of time listening to our customers, and they are asking us for more information about reimbursement, disease education, and support for improving patient health," Connelly said in GSK’s announcement. "The changes we are making to our sales compensation system will enable us to align our financial incentives to activities that offer appropriate value that is consistent with our company values."

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