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?
The white paper includes contributions from:
- Murray Stewart, Chief Medical Officer for pharmaceuticals at GlaxoSmithKline
- George Katzourakis, Senior VP, Head of Europe at GlaxoSmithKline
- Deborah Waterhouse, SVP and Business Unit Head of US Primary Care at GlaxoSmithKline
- Denise Dewar, Head of Multichannel Marketing Excellence – EU, Canada and EMA at GlaxoSmithKline
- Victoria Williams, Vice President and Sales Director at GlaxoSmithKline France
- John Lamattina, former President of Pfizer Global R&D, now Senior Partner at PureTech Health
- Matthew Smith, a Senior Manager of Life Sciences Advisory at Ernst & Young
- Stewart Adkins, financial analyst and Director at Pharmaforensic
- Christopher Bowe, award-winning writer
- Jack Whelan, cancer survivor and sales expert