By Patrina Pellett, PhD (Follow me on LinkedIn)

When Tom Caravela hosted Samantha Buckley on his MSL Talk podcast, they expected her story of transitioning from clinical pharmacist to MSL to inspire listeners. But what happened was totally unexpected: Episode 195, What's the ULTIMATE Checklist for New MSLs, became the most downloaded of 2024. 

Why did it resonate so deeply? Because Samantha shared what so many new MSLs experience but rarely admit:

• The pressure to “hit the ground running” in a completely new role
• The overwhelming need to prove your value while figuring everything out
• The uncertainty of navigating a role that’s nothing like your previous career
• The fear of not being good enough
• The sinking feeling that you might be failing at a role you worked so hard to land

As someone who is in the trenches of coaching new MSLs, I know how isolating these challenges can feel. You land your dream job, but suddenly, it’s a whirlwind of expectations, deadlines, and uncertainty. You’re expected to work independently in a role you don’t fully understand. Everything is new. Many MSLs come from clinical practice or the lab, and managing your day, prioritizing tasks, and engaging KOLs feels completely foreign. The learning curve feels insurmountable, and the doubts creep in: Am I cut out for this? Am I doing enough? What if I fail?

Let me say this first: you’re not alone.

This post, and the accompanying New MSL First-Year Checklist, is here to give you clarity, structure, and a way forward. If you’re looking for even more structured guidance, check out our Fast Track MSL program or join the RISE community to connect with other MSLs navigating their first 36 months.

The Roadmap Every New MSL Needs to Succeed in Year One

Your First-Year Roadmap: Breaking It Down

The first year as an MSL is filled with growth, challenges, and plenty of learning curves. The best way to approach it? Break it into manageable phases with clear milestones.

Here’s what that roadmap looks like:

Months 1-3: Building Your Foundation

The first three months are all about setting yourself up for success. Think of this as the learning phase: taking in as much as you can and creating a solid foundation.

What to Focus On

• Master Your Role: Sit down with your manager and clarify your responsibilities and expectations. 
• Learn the Basics: Dive into your therapeutic area, product portfolio, and clinical trial design. You don’t need to know everything on day one. Start with the essentials and build from there.
• Build Your Network: Meet your cross-functional partners (Medical Affairs, Market Access, Regulatory, etc.) and learn how they work with MSLs. Relationships within your organization are just as important as the ones you’ll build externally.
• Map Your Territory: Identify 10-15 KOLs to prioritize and start researching their interests, recent work, and how they align with your company’s goals.

Milestone: Complete your certification process and schedule your first KOL meeting with feedback from your manager.

Months 3-6: Gaining Momentum

Once you’ve built your foundation, it’s time to start applying what you’ve learned and getting into the rhythm of the role.

What to Focus On

• Get Comfortable With Insights: Learn what your company needs from insights and how to report them effectively. Start planning your KOL meetings with these needs in mind and get feedback on what you’re gathering.
• Deepen KOL Relationships: Focus on building rapport and trust during your meetings. It’s okay if these conversations feel a bit awkward at first—you’ll get better with practice.
• Refine Your Time Management: By now, you’ve likely learned what works for you and what doesn’t. Adjust your system so you can balance travel, meeting prep, insights reporting, and other responsibilities more effectively.

Milestone: Deliver your first insights and secure follow-up meetings with at least three KOLs.

Months 6-12: Becoming a Trusted Partner

The second half of your first year is all about consistency, building relationships, and showing your value.

What to Focus On

• Strengthen Relationships: Start creating long-term engagement plans for key KOLs. Consider their needs, preferred communication styles, and how you can continue adding value.
• Build Internal Relationships: Deepen your connections with internal teams. Take the time to understand their needs and find ways to collaborate effectively. Your role is to be a bridge between the field and the broader organization.
• Look for Opportunities to Add Value: Whether it’s supporting your manager, cross-functional teams, or company initiatives, look for ways to contribute. Even small efforts can make a big difference.
• Hone Your Communication Skills: By now, you’ve likely had plenty of meetings and presentations. Use feedback to refine how you tailor your message to different audiences and practice presenting with confidence.

Milestone: Get positive feedback from a KOL or internal team member on your contributions and engagement.

Beyond Year One: Taking Over the World

Your first year is all about building a strong foundation, but year two is where you start to shine. Here’s where you can focus as you move forward:

• Deepen Your Impact: Become a go-to resource for your team and KOLs by consistently delivering value.
• Expand Your Influence: Use your insights and expertise to guide conversations and decisions at a higher level.
• Show Your Results: Demonstrate the measurable contributions you’ve made to the company’s goals.

These goals will help you evolve from a new MSL to a trusted expert and leader in your field.

Take the Next Step: Download the First-Year Milestone Checklist

This roadmap gives you a big-picture view, but the New MSL First-Year Checklist takes it to the next level. It’s a downloadable resource that breaks these phases into detailed, actionable steps you can follow to stay organized, build confidence, and make an impact in your first year.

Here’s what’s inside:

• Clear milestones for Months 1-3, 3-6, and 6-12 with specific actions to take at each stage.

Don’t leave your success to chance. Get the roadmap you need to succeed 👇.

Final Thoughts: You’re Not Alone in This Journey

The challenges Samantha shared on the podcast, and the overwhelming response from listeners show us how universal these struggles are for new MSLs. But with the right tools, strategies, and support, you can not only survive your first year, you can thrive.

Whether you download the checklist, join RISE, or dive into the Fast Track MSL program, know that you have a network of resources and a community ready to help you succeed.  Your first year is just the start of a rewarding, impactful career—and we’re here to help you every step of the way.

Build an Elite Team of MSLs With Live Training

Are you a leader looking to develop the skills of your entire MSL team? Beyond individual tools like the checklist, we also offer live training sessions designed to address all the topics covered in this roadmap and more.

Our live workshops are customized to your team’s unique needs and focus on practical, actionable strategies for:

• Mastering insights gathering
• Overcoming KOL access barriers
• Streamlining time management for maximum productivity
• Elevating communication and presentation skills
• Leveraging AI to stay ahead of the curve 

If you’re ready to build an elite team of MSLs, let’s chat about how live training can transform your team’s performance and results.