By Sarah Snyder and Patrina Pellett

“I knew the science but I still failed.”

A new Medical Science Liaison (MSL) had spent 8 weeks preparing for her MSL field certification. She knew the two Phase 3 trials inside and out. But when she got in front of the panel, medical directors, senior MSLs, and even a commercial leader, she struggled to remember the details that mattered.

She was ⅓ through her presentation when the questions started.

A panelist fired away about how the demographics related to the real-world patient population and she got side-tracked. Another question came up about why co-primary endpoints were used instead of the endpoint from phase 2 and she KNEW the answer but was talking in circles. Yet another tough question about a high discontinuation rate and she just shut down and froze.  

The panel noticed. She didn’t pass.

And she’s not alone.

MSL field certification is becoming a major roadblock for new MSLs, and failure isn’t just a minor setback. It can cost you weeks of field deployment, shake your confidence, and, in some cases, even put your job at risk.

What’s going on here? Why are so many MSLs going through weeks of training and then not passing?

After talking with several MSLs who have failed their field certification, here is what we learned:

Most MSLs don’t fail because they don’t know the science. They fail because they can’t present it effectively.

So what is MSL field certification, what exactly is causing them to fail and how can we fix it?

What Is MSL Field Certification?

MSL field certification is a test of field readiness. Before you’re allowed to engage with Key Opinion Leaders (KOLs), your company needs to ensure you can confidently present data, handle tough questions, and represent the company professionally and compliantly.

But here’s where it gets tricky: There’s no industry standard, which means certification looks different at every company.

At many companies, field certification follows 8–14 weeks of intense scientific training, where new MSLs are expected to:

• Master disease state and clinical trial data.
• Learn regulatory and compliance standards.
• Prepare to engage in scientific exchange with KOLs.

Then comes the actual certification process, which may involve:

• A formal checkout presentation in front of medical leadership.
• A live Q&A session where you’re challenged on clinical data.
• A mock KOL interaction where you must engage like you would in the field (some companies even bring in real KOLs!).

And then, there are the companies with no official “certification” at all. But they’re still assessing your readiness. If your first few field visits don’t go well, leadership will take note.

Regardless of how it’s structured, the goal is the same: Can you present complex data in a clear, confident, compliant, and engaging way?

And if the answer is no, you’re not going into the field.

Many companies have formal field certification programs that are 2-3 months long but MSLs are still failing. Here’s why.

The Hidden Problem With MSL Field Certification Programs

One of the biggest issues with formal field certification training programs is that they often focus almost entirely on data.

MSLs are expected to memorize clinical trial details, subgroup analyses, and study design intricacies. They’re drilled on endpoints and statistical significance.

But what they aren’t prepared for is the real-world communication aspect of the role:

• How to pivot the conversation when a KOL challenges them.
• How to keep a discussion engaging rather than just data dumping.
• How to handle difficult questions without sounding defensive or uncertain.

Certification panels don’t just want to hear that you know the science: They want to see that you can communicate it effectively.

And that’s where many MSLs are falling short. Here are the 4 main ways people are slipping up in their field certification exams. 

Why Are MSLs Failing Field Certification?

1. They Focus on the Science But Not the Story

Sophia, an immunology MSL on contract, knew every data point of her company's new autoimmune therapy. Her preparation was meticulous: she could recite every p-value and confidence interval from memory.

But after her field certification, the client's feedback was surprising: "She knows the science inside and out, but she doesn't storytell enough."

When asked about what this meant, the client explained: "She presented data, but she never connected it to why physicians would care or how it would impact patient management. It was like listening to someone read a journal article aloud."

Sophia's experience highlights a common problem:

Most new MSLs assume certification is about proving how much they know. So, they go deep into clinical data, memorizing every endpoint and subgroup analysis. But when it comes time to present? Those p-values matter but not as much as one would think.

❌ They data dump, overwhelming their audience.
❌ They lack clear takeaways that actually matter to a KOL.
❌ They don’t connect the data to real-world impact.

Certification isn’t about showing that you can recall every detail of a study. It’s about showing that you can distill the data in a clear, meaningful way that resonates with your audience.

What to do instead:

• Lead with the key takeaways. Before diving into numbers, set the stage: Why does this data matter? What problem does it solve?
• Make it relevant. Think about how a KOL would use this information in their practice or research.
• Keep it structured. Use a simple framework to guide your presentation, so your message is clear and easy to follow.

💡 This is exactly what we teach in our Storytelling for Impact online course: how to simplify complex data and make it resonate. We also do this as a live team workshop. It’s really fun and impactful to build the stories together as a team. 

2. They Can’t Pivot When the Conversation Shifts

Thomas, an oncology MSL with a strong background in clinical research, was in the middle of his virtual field certification when disaster struck. His audio connection failed.

The panelists started typing in the chat that they couldn't hear him, but Thomas, focused intently on his slides, kept presenting for nearly five minutes before noticing. Instead of pausing to address the technical issue, he panicked and tried to rush through the remaining content, skipping key points and talking even faster once his audio was restored.

When asked afterward why he didn't adapt, Thomas admitted, "I was so focused on delivering my prepared remarks in the right order that I completely missed signals that something was wrong. I couldn't pivot from my script."

This highlights another common failure point:

MSLs who fail certification often struggle when the discussion moves in an unexpected direction.

→ Maybe technology fails.

→ Maybe they bring up a competitor’s data.

→ Maybe they ask a question that wasn’t covered in training.

Instead of adapting, many MSLs panic, over-explain, or shut down the conversation entirely.

What to do instead:

• Practice handling curveball questions. Rehearse with colleagues who will push back and challenge your answers.
• Slow down. If you don’t know the answer or technology problems hit, take a breath and respond strategically instead of scrambling.
• Keep it conversational. Certification panels want to see how you’d interact with a real KOL. Make it a dialogue, not a monologue.

🛠 Our team training includes live Q&A drills to help MSLs practice real-world conversations before certification.

3. They Aren’t Organized And It Shows

Derek had spent weeks preparing for his field certification on a rare genetic disorder. His knowledge was exceptional, but on the day of his presentation, he made a critical error: he uploaded the wrong slide deck.

Instead of the approved, compliance-reviewed presentation, he accidentally used an internal training deck that contained unapproved data points and off-label information. Five minutes into his presentation, the medical director interrupted: "Where did these figures come from? This hasn't been approved for field use."

Derek froze. He had been presenting confidently, but now realized he was using materials that weren't meant for external audiences. His certification immediately failed.

"I was so focused on memorizing the content that I didn't double-check which version of the deck I was using," Derek later explained. "It was a simple organizational mistake that cost me weeks of additional preparation."

This illustrates a crucial point: Some MSLs fail simply because they weren’t prepared in the right way. One of the biggest pitfalls? Using information they weren’t allowed to include.

Companies often provide extensive training materials, but not everything is approved for use in certification presentations. Some MSLs unknowingly present the wrong slide decks, off-label data, or non-compliant information, which can lead to instant failure.

Another MSL told us, “I pulled a figure from my training materials, only to be told during certification that it was non-compliant. I failed on the spot.”

What to do instead:

• Clarify what’s allowed. Ask for a list of approved materials before you start preparing.
• Practice slide navigation. If someone asks about a specific data point, can you find it quickly?
• Rehearse under realistic conditions. Practice with a timer, with interruptions, and with unexpected questions.

💡 Our Presentation Mastery course covers strategies for structuring your presentations, staying compliant, and avoiding last-minute surprises.

4. They Sound Like Presenters Not Peers

Aisha, a neurology MSL with an impressive academic background, was breezing through her field certification presentation on a new multiple sclerosis therapy. The panel seemed engaged with her thorough analysis of the clinical data.

Then, one of the panelists interrupted: "That's great information. Now, imagine I'm a community neurologist with limited time. What's the 'so what' here? How would you explain this to me in practical terms?"

Aisha immediately got flustered. She shifted from her confident scientific language to a stumbling, unfocused explanation. She began repeating the same technical points she'd already covered, just speaking faster.

"I realized in that moment that I had prepared to present to academics, not to translate the information for everyday practice," Aisha reflected later. "I couldn't switch communication modes when asked."

This reflects a critical certification mistake:

Many MSLs go into certification thinking they need to deliver a flawless, polished presentation. But in reality, what panels are really looking for is scientific exchange, a two-way conversation that feels natural.

Common mistakes:

• Sticking too rigidly to a script instead of engaging with the audience.
• Speaking in a rehearsed, formal tone instead of making it feel like a discussion.
• Failing to read the room. If the panel wants to dive deeper into a specific point, the MSL keeps pushing through slides instead of adjusting.

What to do instead:

• Engage, don’t just present. Ask questions, check in with your audience, and be willing to adjust based on their reactions.
• Sound natural. Avoid overcomplicated language and speak the way you would in a real scientific discussion.
• Be flexible. If a panelist wants to explore a particular aspect of the data, go with it instead of sticking rigidly to your plan.

💡Our Presentation Mastery online course emphasizes the need to understand your audience deeply and provides structured templates to help you better connect with your audience. 

Conclusion: What is MSL Field Certification and Why is Everyone Failing it?

MSL field certification tells the company you are ready to speak about data to KOLs. Most MSLs don’t fail certification because of a lack of scientific knowledge. They fail because they:

• Struggle to present data in a compelling, structured way.
• Can’t handle curveball questions confidently.
• Have trouble pivoting and keeping the conversation natural.
• Are disorganized or using unapproved materials.

If you want to be fully prepared, you need more than just data review, you need to master the communication and soft skills that actually make an impact.

Bottom line: Certification is challenging, but it’s also an opportunity. If you prepare the right way, you won’t just pass, you’ll develop the skills that set you up for long-term success as an MSL.

2 Ways We Can Help With Your MSL Field Certification:

1. Self-paced online training for MSLs who want structured guidance on mastering presentations.
2. Live team training workshops for companies that want their MSLs to present better and improve their MSL field certification pass rates.