By Sarah Snyder, PharmD

If your training program doesn't immediately connect to an MSL's daily reality, it's already failed. 

After 20 years as an MSL and daily conversations with field teams, I see this disconnect growing wider. While we're living in 2025's fast-paced medical landscape, our Medical Affairs training remains stubbornly rooted in outdated approaches.

Think about it: watching another 100-slide deck about the mechanism of action and statistical analysis won't make you better at having a 10-minute hallway conversation with a KOL. And here's what most training programs miss: the human brain can only retain about 10% of what it learns through passive listening. Yet we keep serving up PowerPoint marathons.

Here are the 5 biggest reasons MSL training misses the mark:

The 5 Biggest Reasons MSL Training Misses the Mark

Here's what needs attention and how we can transform it:

1. The "One-Size-Fits-None" Approach 

An MSL supporting a biosimilar launch needs radically different skills than one in rare disease. Yet we're serving them the same training buffet. One MSL recently told me, "I spent three hours in generic compliance training when what I really needed was coaching on handling pushback about real-world evidence gaps."

The neuroscience is clear: contextual learning increases retention by 40% (Kwik). So why are we still using generic scripts?

2. Death by "Role Play" 

Let's retire this term. Our brains are wired to reject artificial scenarios - it's why 92% of traditional corporate training fails. Instead, let's call it "scenario practice" with real-world examples shared by experienced MSLs. When teams create space for open discussion about actual field challenges, engagement and learning soar. This is where excellence begins:

→ Real scenarios

→ Real challenges

→ Real solutions

3. The Follow-Up Black Hole 

As Mel Robbins says, "Your brain is not designed to make you happy. It's designed to make you survive." Training without follow-up activation is like buying a Peloton and using it as a clothes hanger. We need 30-60-90 day reinforcement plans that match how our brains actually retain information. The science backs this up: spaced repetition can increase learning retention by up to 200%.

4. The Digital Efficiency Gap 

MSLs don't need more tools - they need to master the ones they have. One MSL confided to me, "I have seven different platforms but still can't quickly pull up that one publication during a KOL conversation." Digital workflow efficiency isn't a nice-to-have anymore - it's core to excellence. Here's a reality check: the average MSL spends 3.5 hours per week just searching for information across different platforms. That's nearly 200 hours per year of lost KOL engagement time. Training must center on optimizing existing tools within daily workflows.

5. The Reality-Training Disconnect  

An MSL was trained on delivering a 45-slide deck. In reality? The KOL had 12 minutes between patients and only wanted to discuss two slides about a specific endpoint. Another MSL shared, "I've never once presented a full slide deck in two years. It's always about extracting key data points for rapid-fire conversations." This is why MSL Mastery emphasizes modular learning - training must mirror the field reality of pulling specific content for specific situations. 

We train for the conversations MSLs actually have, not the presentations we wish they could give. If your training program doesn't immediately connect to an MSL's daily reality, it's already failed.

Revolutionizing MSL Training in 2025

Here's what effective MSL training looks like in 2025 and what the MSL Mastery training programs are built on:

• Pre-training touchpoints and prep work to prime learning
• Micro-learning modules tailored to therapeutic area challenges
• Peer-led scenario discussions based on real field experiences
• Digital efficiency boot camps focused on actual field scenarios
• Weekly 15-minute best practice sharing sessions
• Structured spaced learning with 30-60-90 day reinforcement
• Ongoing digital tool optimization integrated into daily workflows

Conclusion: The 5 Biggest Reasons MSL Training Misses the Mark

It's time to evolve. The most successful Medical Affairs teams in 2025 will be those that train for the world MSLs actually live in - not the one we pretend exists in our slide decks.

What's the biggest gap you see in current MSL training? Share your experiences with us on the MSL Mastery LinkedIn page - because real change starts with real conversations.