What Aspiring MSLs Think the MSL Role Is vs. What It Actually Is

By Patrina Pellett, PhD (Follow me on LinkedIn)

Sarah Snyder always says one of the biggest misconceptions that aspiring MSLs have about the MSL role is that it is an educator role. Folks tell her they love educating and that's why they want to land their first MSL role. Many envision themselves as educators, sharing the latest scientific data with HCPs.

While education is a part of the job, the reality is that the MSL role is far more nuanced and centered around building and maintaining relationships. In this post, we'll explore what aspiring MSLs think the MSL role is vs what it actually is.

The Common Misconception: MSLs are Educators

Expectation: Many aspiring MSLs start their job search with the belief that their job will be to educate doctors on science.

Reality Check: While providing education is an important aspect of the role, it is not the primary focus. At its core the MSL role is all about building and maintaining relationships. Without strong relationships, the educational component of the role can fall flat. Get an example of this in this article about data dumping. 

What MSLs Really Are: Relationship-Builders

What It Actually Is: The most successful MSLs are those who excel at forming deep, meaningful relationships with KOLs and other stakeholders. Relationship-building is the foundation that everything else is built on for MSLs. Here’s why it matters more than just educating:

• Trust and Credibility: Strong relationships foster trust and credibility, making KOLs more receptive to the information MSLs provide.
• Gathering Insights: MSLs who build solid relationships are better positioned to gather valuable insights from KOLs, which can inform company strategies and improve patient outcomes.
• Access and Influence: Having good relationships with KOLs ensures better access and influence, which is crucial for the MSL’s success.

For a great example of this, check Samantha Buckley's story in MSL Talk Episode #195.

What else would you add to this list? What am I forgetting here? Reach out to me on LinkedIn to let me know or comment on the MSL Mastery LinkedIn page.

Resources to help build strong relationships with KOLs, HCPs, and internal stakeholders

MSLing is about people and getting to know them. Here are some of my favorite resources to help develop your relationship-building skills. 

• Move Past Transactional KOL Meetings
• What Is Relationship Building for MSLs and Medical Affairs
• Avoid Resting Murder Face to Build Better Relationships
• What HCPs Want From MSLs

If you’re serious about mastering these skills while also landing your first MSL role, the Aspire MSL Program is designed for you. It’s a structured, step-by-step blueprint that helps you:

• Understand the full scope of the MSL role (beyond just educating).

• Build strong communication and relationship-building skills.

• Gain access to weekly live office hours with Sarah Snyder—a safe space to ask questions you can’t find answers to on Google.
  
  

Conclusion: What Aspiring MSLs Think the MSL Role Is vs. What It Actually Is

Many aspiring MSLs think the role is an educator role. In reality, it's multifaceted and goes beyond simply educating healthcare professionals. Building and maintaining strong relationships with KOLs is the cornerstone of being a high-performing MSL. Aspiring MSLs should prioritize building their relationship-building skills to open doors, foster trust, and ultimately lead to greater success and fulfillment both as an MSL and in life!

For all the MSLs reading this, what do you think? Do you agree? Reach out to me on LinkedIn to let me know or comment on the MSL Mastery LinkedIn page.

I often hear the same thing from my MSL friends. Folks new to the role think it's about science. It's not. It's about people.