Edition 62: Value Framework Workshop

You know what drives us a little nuts? 

When MSLs are told their activity numbers “don’t show impact.” 

That’s not true. 

Activity metrics matter. They are a critical component of a great value story. The number of engagements, insights, presentations, and follow-ups gives you something real to build from. 

The problem is not the number. The problem is that most people stop there. 

This week, we’re talking about how to take the activity you’re already tracking and turn it into a clearer value story, whether you are an MSL trying to explain your own work or an MSL leader trying to show the value of your team. 

Inside this issue: 

→ Why activity metrics are not the enemy 
→ The missing pieces that complete the value story 
→ A simple Mira prompt to help you practice 
→ How to join our upcoming value framework workshop for free 

“I had 38 engagements” is not a bad update. 

It tells us something happened. It gives your manager a signal that you or your team were active in the field, connecting with stakeholders, gathering insights and doing the work. 

But by itself, the number is not the whole story. 

Your manager still needs to understand what those engagements were connected to, what you heard, what changed, and what the team can do next because of what you learned. 

That is where the value story gets stronger. 

The metric gives you the evidence. The story gives the evidence meaning. 

This is where the value story usually breaks down. 

You did the work. You captured the activity. You have the number. But when it is time to explain why it mattered, it can feel hard to know what to say next. 

So the update becomes, “I had 38 engagements.” 

That is not a bad start. It just needs the rest of the story. 

A stronger value story helps people understand what those engagements helped reveal, clarify, or move forward, without making the impact sound bigger than it was. 

“Act as a Medical Affairs coach. Help me look at this activity metric and identify what might be missing from the value story. My activity was: [insert activity]. Ask me one question at a time to help me think through what this work was connected to, what it may have revealed, and why it could matter.” 

We’re hosting a 60-min working session: 

Turning MSL Activity Into Value Stories 
June 2 • 5:00 PM CT 

(Free for RISE and LEAP Members) 

Bring an activity metric and we will workshop how to turn it into a value story you can use in a manager update, account review, team conversation, or leadership discussion. 

Our goal: Help you find the story inside the work you already did. 

Replay and resources are included. 

Small bonus: If you are planning on attending Veeva Summit on May 19-20 in Boston and haven’t registered yet, sign up using our link and get the value framework for free! 

→ Veeva Commercial Summit Registration Link
→ Turning MSL Activity Into Value Stories Workshop

Activity metrics are not the problem. They are the beginning. 

The opportunity is learning how to turn the number into a value story people can understand, remember, and use. 

In your corner always, 
Patrina, Sarah, Ralph & Jess 

P.S. Try the Mira prompt with one activity metric this week. Then bring that same example to the workshop and we’ll help you turn it into a finished value story.