Building best-in-class MSL functions – evolution or revolution? Part 2

Specifically, on the type of metrics and the way that they are applied, the panel stressed the complexity of the MSL role and that they should neither be sold nor measured in this way.  MSLs mindsets and culture are important in that they need to know how to contextualise their roles against both what the science is saying and the commercial aspirations of the company. “Turning principles into practices is our major challenge.” MSLs should be rewarded for behaviours that form connections.

The importance of leaders taking time to go into the field with MSLs is key in order to understand how and why they are engaging versus only using quantitative measures of engagement. “It is so easy to have quantitative value, but what matters at the end of the day is impact, and impact in Medical is pretty hard to measure with a figure.”

Wrapping up in the final session “One MSL moving forward”, Helen Kane quoted Aristotle: “Excellence is never an accident. It is always the result of high intention, sincere effort, and intelligent execution; it represents the wise choice of many alternatives – choice, not chance, determines your destiny.” Looking to the future, Helen Kane previewed the 2020 launch of One Academy which will deliver a series of accredited programmes and state-of-the-art blended learning.