Here’s a topic that comes up in almost every conversation we have with MSL managers:
Territory planning.
Or more accurately, the lack of it.
Managers usually pretty blunt about it:
→ “Pssht. What territory planning?”
→ Or a giant eye roll
→ Or a long pause
And almost every time, it traces back to the same root cause. Most MSLs were never taught how to actually think about a territory.
→ They were given a KOL list.
→ Some high-level expectations.
→ And a lot of freedom to “figure it out.”
So effort goes into scheduling. Energy goes into meetings. And strategy and impact are assumed to emerge on their own.
If you or your team feel stuck in KOL list land, here are 5 practical steps to turn a list into an actual territory plan.
5 Steps to Turn a KOL List Into a Territory Plan
The goal isn’t a prettier spreadsheet. It’s a system, one that makes it obvious who to engage, what to do next, and why it matters.
At a high level, that system does 5 things:
- Anchors your territory to clear objectives, so every interaction has a purpose
- Prioritizes KOLs based on relevance and influence, not habit or convenience
- Defines what “meaningful engagement” actually looks like for each relationship
- Keeps your plan aligned with evolving cross-functional priorities
- Forces regular re-prioritization, so your time follows impact, not inertia
When this is in place, planning gets easier. Decisions get faster. And you’re never guessing what to do next.
Why a KOL List Isn’t a Territory Plan And What to Do Instead
What Leadership Looks for in a Strong Territory
One of the easiest ways to pressure-test your territory planning is to look at it through a leadership lens.
Not: Am I busy?
But: Does my focus make sense?
If you want help doing that, try this prompt in Mira:
“From a Medical Affairs leadership perspective, what signals show that an MSL is managing a territory strategically rather than just staying busy?”
Try it out and let us know how it goes!
TL;DR
→ Lists create activity.
→ Systems create clarity.
→ Clarity creates visibility.
We teach a simple territory planning framework that helps MSLs generate a prioritized, action-ready plan in 5–10 minutes so they always know what to do and why they’re doing it.
One team we work with has rolled it out as their formal territory planning methodology.
It’s that good.
Let’s talk. If you're interested in exploring this with your team, please reply or DM us.
In your corner always,
Patrina, Sarah, Ralph, & Jess
Upcoming MSL Mastery Events:
➞ DIA MASC Forum (Boston) - Mar 2-4. 2026
- Workshop Lead: Patrina Pellett, PhD
- Focus: Applying AI across the full MSL workflow
- Why Attend: Packed with practical examples for field teams & leadership
➞ MAPS- MasterClass Field Medical (Denver) - Mar 24. 2026
- Speaker: Patrina Pellett, PhD
- Focus: AI in Action: Transforming How Medical Affairs Teams Learn
➞ American Pharmacists Association - APhA Annual Meeting (LA) - Mar 30, 2026
- Speaker: Sarah Snyder
- Focus: Say It With Strategy: The Industry Edition
➞ DIA Course (Virtual) - Apr 29, 2026
- Speaker: Patrina Pellett, PhD & Sarah Snyder
- Theme: Integrating AI across Medical Affairs
- Outcome: Boost efficiency, clarity & impact
For Individuals:
- Aspire MSL Office Hours - Feb 25, 2026
- Aspire MSL Group Coaching Call - Mar 3, 2026
- The 3-Step Strategic Territory System for MSLs Workshop (Free for RISE and LEAP members or register here) - Mar 3, 2026
- Aspire MSL Office Hours - Mar 4, 2026
- Aspire MSL Office Hours - Mar 11, 2026
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