GSK may be reviving incentive pay for sales reps, but it's not returning to its old ways: executive

Why did GlaxoSmithKline roll back its strict ethics measures for sales reps? For one, when it first nixed incentive-based compensation, it imagined other companies would do the same.

They didn’t.

“We had thought that we would be the leader and other companies would follow,” Sheri Mullen, senior vice president of GSK’s U.S. specialty business unit, said in an interview during the BIO International Convention in Philadelphia. “What we’ve learned is that we were the only one, and we were very conservative in that regard,” she added.