By Patrina Pellett, PhD (Follow me on LinkedIn)

If you’re a new MSL, let me guess what your first year feels like:

A mix of excitement… panic… imposter syndrome… and a whole lot of Googling things you didn’t even know existed 6 months ago.

We know because we train new MSLs every single we. And despite their backgrounds, from the lab or the clinic, they all quietly say the same thing:

“I had no idea the first year would be this hard.”

• The pressure to perform.
• The expectation to be independent.
• The scramble to understand a role you’ve never done before.
• The fear of being behind, or worse: being the wrong hire.
• The constant nagging thought: Am I actually cut out for this?

If you feel any of that, take a breath.

You’re not behind. You’re not failing. You’re just in your first year as an MSL and nothing about this role is intuitive at first.

You land your dream job and suddenly it’s a whirlwind of new expectations, new processes, new science, and new people. You’re learning while performing. You’re building relationships while trying to figure out your workflow. And you’re doing it mostly alone, without the structure you had in the lab, clinic, or pharmacy.

This is why so many MSLs feel isolated in Year One. And why we created the New MSL First-Year Checklist to give you clarity, structure, and a way forward.

And if you’re looking for even more structured guidance, check out our Fast Track MSL program or join the RISE community to connect with other MSLs navigating their first 36 months.

The Roadmap Every New MSL Needs to Succeed in Year One

Your First-Year Roadmap: Breaking It Down

The first year as an MSL is filled with growth, challenges, and plenty of learning curves. The best way to approach it? Break it into manageable phases with clear milestones.

Here’s what that roadmap looks like:

Months 1-3: Building Your Foundation

The first 3 months are all about setting yourself up for success. Think of this as the learning phase: taking in as much as you can and creating a solid foundation.

What to Focus On

• Master Your Role: Sit down with your manager and clarify your responsibilities and expectations. 
• Learn the Basics: Dive into your therapeutic area, product portfolio, and clinical trial design. You don’t need to know everything on day one. Start with the essentials and build from there.
• Build Your Network: Meet your cross-functional partners (Medical Affairs, Market Access, Regulatory, etc.) and learn how they work with MSLs. Relationships within your organization are just as important as the ones you’ll build externally.
• Map Your Territory: Identify 10-15 KOLs to prioritize and start researching their interests, recent work, and how they align with your company’s goals.
• Prepare Your Professional Brand: A strong LinkedIn presence builds early credibility.

Milestone: Complete your certification process and schedule your first KOL meeting with feedback from your manager.

Months 3-6: Gaining Momentum

Once you’ve built your foundation, it’s time to start applying what you’ve learned and getting into the rhythm of the role.

What to Focus On

• Get Comfortable With Insights: Learn what your company needs from insights and how to report them effectively. Start planning your KOL meetings with these needs in mind and get feedback on what you’re gathering.
  

   

  “Based on this KOL interaction summary, what are the top 3 insights that could inform Medical Affairs' strategy? Include specific actions the team could take.”

  Plug in your notes (if you're company allows it!) and let AI help you clarify the signal from the noise. It’s a game-changer for new MSLs trying to build confidence with insight generation.

• Deepen KOL Relationships: Focus on building rapport and trust during your meetings. It’s okay if these conversations feel a bit awkward at first, you’ll get better with practice.
• Refine Your Time Management: By now, you’ve likely learned what works for you and what doesn’t. Adjust your system so you can balance travel, meeting prep, insights reporting, and other responsibilities more effectively.

If you’re struggling with presentations or scientific discussions, our Presentation Mastery course helps new MSLs quickly become confident communicators.

Milestone: Deliver your first insights and secure follow-up meetings with at least three KOLs.

Months 6-12: Becoming a Trusted Partner

The second half of your first year is all about consistency, building relationships, and showing your value.

What to Focus On

• Strengthen Relationships: Start creating long-term engagement plans for key KOLs. Consider their needs, preferred communication styles, and how you can continue adding value.
• Build Internal Relationships: Deepen your connections with internal teams. Take the time to understand their needs and find ways to collaborate effectively. Your role is to be a bridge between the field and the broader organization.
• Look for Opportunities to Add Value: Whether it’s supporting your manager, cross-functional teams, or company initiatives, look for ways to contribute. Even small efforts can make a big difference.
• Hone Your Communication Skills: By now, you’ve likely had plenty of meetings and presentations. Use feedback to refine how you tailor your message to different audiences and practice presenting with confidence.

Milestone: Get positive feedback from a KOL or internal team member on your contributions and engagement.

Beyond Year One: Taking Over the World

Your first year is all about building a strong foundation, but year 2 is where you start to shine. Here’s where you can focus as you move forward:

• Deepen Your Impact: Become a go-to resource for your team and KOLs by consistently delivering value.
• Expand Your Influence: Use your insights and expertise to guide conversations and decisions at a higher level.
• Show Your Results: Demonstrate the measurable contributions you’ve made to the company’s goals.

These goals will help you evolve from a new MSL to a trusted expert and leader on your team.

Take the Next Step: Download the First-Year Milestone Checklist

This roadmap gives you a big-picture view, but the New MSL First-Year Checklist takes it to the next level. It’s a downloadable resource that breaks these phases into detailed, actionable steps you can follow to stay organized, build confidence, and make an impact in your first year.

Here’s what’s inside:

• Clear milestones for Months 1-3, 3-6, and 6-12 with specific actions to take at each stage.

Pair it with:

• RISE Community for New MSLs → monthly meetings and resources specifically for new MSLs

• Presentation Mastery → strengthen communication skills fast

Don’t leave your success to chance. Get the roadmap you need to succeed 👇.

Final Thoughts: The Roadmap Every New MSL Needs to Succeed in Year One

The overwhelm is real but so is your potential.

You have tools.
You have support.
You have a community that wants you to win.

But with the right tools, strategies, and support, you can not only survive your first year, you can thrive.

Whether you download the checklist, join RISE, or dive into the Fast Track MSL program, know that you have a network of resources and a community ready to help you succeed.  

Know this:

Your first year is not a test. It’s training.
And you’re capable of far more than you realize.

Build an Elite Team of MSLs With Live Training

Are you a leader looking to develop the skills of your entire MSL team? Beyond individual tools like the checklist, we also offer live training sessions designed to address all the topics covered in this roadmap and more.

Our live workshops are customized to your team’s unique needs and focus on practical, actionable strategies for:

• Mastering insights gathering
• Overcoming KOL access barriers
• Streamlining time management for maximum productivity
• Elevating communication and presentation skills
• Leveraging AI to stay ahead of the curve 

If you’re ready to build an elite team of MSLs, let’s chat about how live training can transform your team’s performance and results.