Let’s just say what we are all thinking.
We don’t hate metrics.
We hate metrics that don’t reflect reality.
And right now, a lot of Medical Affairs metrics are doing exactly that.
Not because MSLs don’t believe in measurement.
But because work has evolved and measurement hasn’t.
We didn’t 'guess' this.
We didn’t theorize it.
Over the last two years, 100s (sometimes 1000s) of you chose to respond to our LinkedIn polls. Real-time reactions from people doing the work.
If you want to see the most-engaged poll results from the past year, they’re all here (thank you for voting!):
Top poll results from the past year
Here’s what they’re telling us.
A reality check to start:
When 670 people answered the question:
“How well do people actually understand what an MSL does?”
85% said: not very well or not at all.
That’s not a 'messaging' issue.
That’s an operating issue.
Because when a role isn’t understood, leaders default to counting activity. Exactly what we don't want. But whose fault is that?
That brings us to how value is discussed.
When 469 respondents were asked what makes demonstrating MSL value hardest:
73% said impact is hard to quantify.
Translation:
We know your work matters.
Other people don't know why.
We aren't anti-metrics.
We are anti-lazy metrics.
What's promising is that externally, our value isn't unclear at all.
Among 576 responses about what HCPs and KOLs value most from field medical:
63% said unbiased, up-to-date scientific exchange.
That's the job.
The gap isn't between MSLs and HCPs.
The gap is how impact gets shared internally.
Let's look at overall engagement.
Across multiple polls, you are remarkably aligned:
Depth beats breadth (81%)
- 26-50 KOLs is the realistic coverage range
- 4-6 interactions per year is the sweet spot
That’s not debate. It was mostly consensus. But...
Is the traditional KOL-only model obsolete?
When asked how often MSLs should include APPs in engagement plans:
81% said: always.
Here’s the reality. MSLs are operating in:
- Broader audiences
- Multiple priorities
- Terrible KOL / HCP access
Metrics still assume you can get a meeting with a cold email.
Of course people are frustrated.
Maybe metrics aren't broken. Maybe they are pointed at the wrong targets
Instead of talking about this over and over, we did something with the data.
We took two years of poll results and translated them into an innovative format:
1) A debate-style podcast where different perspectives argue what this data really means.
2) A slide deck that distills the patterns without drowning in numbers.
That's what operationalizing value looks like:
Turning lived experience into shared understanding.
Want to Learn How to Do This Yourself?
You can join a step-by-step tutorial of NotebookLM...
👉 Access the recording of the December NotebookLM workshop here
This problem doesn’t start in the field.
It starts before people even get the job.
Among aspiring MSLs:
-
89% were never taught how to interview
-
52% say landing the first interview is the most overwhelming part
You’re judged on clarity from the very beginning.
👉 That’s exactly why The Aspire MSL Program exists.
Unfortunately, getting the title doesn't fix the problem.
Among newer MSLs:
- 80% say it takes 6-18 months to feel truly confident
👉 That’s why the RISE Community was created. For MSLs who want to stop guessing what “good” looks like and start building it deliberately.
Let's stop talking about it and actually do something about it.
We are committed to upleveling our training in 2026 to meet the needs of Medical Affairs.
Our How to Write Emails That Get Opened Workshop was the most popular training of 2025.
Our KOL Access Program is designed for real-world MSL activity. Not the old way of doing things.
And our Storytelling Lab is based on the fact that MSLs want training on having impromptu presentations- because let's face it, no one is getting 45 minutes to data dump.
👉 Reach out to learn more about how our team training programs can support your team.
One Question to Ask in Mira
"Which decision is this metric supposed to inform and what important judgement does it ignore?
That's how metrics evolve without losing rigor.
Let's not abandon metrics.
Let's design training & measurement that keeps up.
And can we please STOP talking about value?
And start building systems & trainings that can see it.
In your corner,
Sarah & Patrina
MSL Mastery
One Upcoming MSL Mastery Events
- Tues 1/6 - Aspire MSL Workshop: Transform Your Resume Into an MSL Magnet (Sign Up Here)
- Tues 1/6 - RISE Mastermind - How to Read and Interpret a Scientific Paper (Sign Up HERE)
- Wed 1/7 - Aspire MSL Office Hours
- Wed 1/14 - Aspire MSL Office Hours
- Tues 1/20 - LEAP Mastermind for Medical Affairs: How to Hold Meaningful 1:1s With Your Team (Sign Up Here)
AI in Medical Affairs Learning Opportunities (2026)
- Jan 27, 2026 - AI in Medical Affairs (Philadelphia)
- Speaker: Patrina Pellett, PhD
- Topic: Building AI agents for Medical Affairs workflows
- Bonus: DM us for a discount code
- Mar 2-4, 2026 - DIA Medical Affairs and Scientific Communications Forum (Boston)
- Workshop Lead: Patrina Pellett, PhD
- Focus: Applying AI across the full MSL workflow
- Why Attend: Packed with practical examples for field teams & leadership
- Mar 24, 2026 - MAPS – MasterClass Field Medical (Denver)
- Speaker: Patrina Pellett, PhD
- Focus: AI in Action: Transforming How Medical Affairs Teams Learn
- Mar 30, 2026 - American Pharmacists Association- APhA Annual Meeting (LA)
- Speaker: Sarah Snyder
- Focus: Say It With Strategy: The Industry Edition
- Apr 29, 2026 - DIA Course (Virtual)
- Speaker: Patrina Pellett, PhD & Sarah Snyder
- Theme: Integrating AI across Medical Affairs
- Outcome: Boost efficiency, clarity & impact
P.S. Tools don’t create value. How your team uses them does. If you’re ready to move from reporting activity to demonstrating impact, we’d love to help train your team
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