GSK to revamp basis for bonuses

GlaxoSmithKline will revamp the way it pays U.S. drug salespeople next year, tying bonuses to customer service rather than just sales targets.

The British drugmaker, which has its North American headquarters in Research Triangle Park, said it's responding to requests by physicians, who want to see fewer drug salespeople. GSK also is trying to adapt to a changing health care system.

GSK makes drugs to treat HIV/AIDS, diabetes, asthma and a wide range of other ailments.

Any changes it makes in compensation will likely influence business strategy at rivals; it is one of the world's largest drugmakers. GSK employs about 5,500 sales representatives in the United States.

"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," said Deirdre Connelly, GSK's president for North American pharmaceuticals, in a prepared statement. "In response, we are changing the way we sell our medicines and vaccines."

Connelly is GSK's highest- ranking executive in the Triangle, where the company employs about 5,000 people.

GSK has been cutting thousands of jobs worldwide to offset slower sales, declining drug prices and increasing generic competition.