By Patrina Pellett, PhD (Follow me on LinkedIn)

Whoop whoop! You landed your first MSL role! 🎉

First things first. Take a moment to celebrate. Getting an MSL position is a huge accomplishment, and you should be proud! But now that the excitement is settling let's talk about what's ahead.

That first year as an MSL is often not what new MSLs expect. Many come in thinking it's all about applying their scientific expertise, only to discover that success in this role requires a whole different set of skills. While mastering the science is important, many new MSLs quickly discover that success in this role depends on much more than just scientific knowledge.

Thriving as a New MSL: 5 Make-or-Break Challenges

Here are five realities that often throw new MSLs for a loop:

1. The Cold Outreach Reality

Contrary to common wishful thinking, KOLs and HCPs do not line up to talk to MSLs. This is often the biggest shock. A huge part of your job involves emailing busy KOLs and asking for their time! Here's what many MSLs quickly run into:

→ Low response rates

→ Unanswered emails

→ Scheduling challenges

Even the most successful MSLs face rejection. It's totally normal, and building that resilience takes time. You're not alone if this feels uncomfortable at first and you hate it.

To help new (and experienced) MSLs with this challenge, Sarah and I developed a 3-step KOL access training program. It helps MSLs bust through KOL access barriers. Reach out to learn more.

2. Information Overload

It really does feel like drinking from a fire hose at first. There's an enormous amount of scientific data to master, new terminology and acronyms to learn, multiple internal systems to navigate, and a constant stream of new publications.

Be kind to yourself. It takes time to learn everything, and you will. Many new MSLs are frustrated that they don't know everything right away. Focus on building your knowledge systematically, and remember that even experienced MSLs are constantly learning new things.

3. Mastering Self-Direction

Remember those structured days in academia or clinical practice? Yeah... those are goners! Suddenly, you're in charge of your own schedule, territory, and priorities. Nobody's going to tell you exactly what to do each day, which means figuring out how to be productive without constant direction. It's easy to find yourself in a slow time and let lazy win. The freedom is fantastic once you get the hang of it, but there's definitely a learning curve. 

Create a time management system to help ensure you are having an impact. Another best practice is to frequently conduct a time audit to see how you are actually spending your time. You will probably be surprised! Download our time audit worksheet for time audit mastery 👇.

4. Imposter Syndrome 2.0

If you thought imposter syndrome was intense before, get ready; it reaches new levels as an MSL. You will find yourself surrounded by brilliant KOLs, experienced colleagues, and complex scientific discussions, wondering if you're really qualified to be there. But remember: being an MSL isn't about knowing everything; it's about being a trusted scientific resource who knows how to find answers.

5. The Communication Challenge

This is perhaps the biggest shift of all. Success as an MSL isn't about dumping data or showing how much you know. Your value isn't measured by how much information you can share but by how well you can engage in balanced, two-way scientific discussions that address what matters most to your KOLs. You're moving from "knowing the science" to "translating the science" effectively. It's about reading the room, adapting your approach, and knowing when to dive deep versus staying high-level. Sometimes less is more (I know, shocking for us science folks!).

Conclusion: The First Year as an MSL: 5 Reality Checks

The good news? These reality checks are completely normal, and you don't have to face them alone. Every MSL goes through this transition, and having the right support makes all the difference. Whether it's connecting with experienced MSLs, finding a mentor, or joining a structured program like RISE, make sure you have people in your corner who understand what you're going through and can help guide you through that crucial first year.

Are you a new MSL? What would you add to this list? Share with us on the MSL Mastery LinkedIn page!

Ready to tackle these challenges head-on? Learn more about our RISE program for New MSLs and how we can help you thrive in your new role. Sarah and I would love to help you on your journey to high-performing MSL!