Why is it important to measure MSLs performance?

MSLs are scientific based field agents.  We are Medical Affairs assets that engage scientifically with SE and share scientific and clinical information bidirectionally in a way that is both useful for the Doctors and the company. We liaise with external and internal stakeholders, gather insights, and a long etc…. Our role is an essential part of any cross-functional team and adds a great value to the company.  It is important that we are able to measure this to be able to recognize it appropriately and also to be able to continuously improve and learn from the high speed changing environment we work in.

The challenge remains on how is the best way to do this!


How can metrics impact an MSLs career?

Metrics play a significant role in MSL careers.

Although there are variations across the different Pharmaceutical companies in the way they implement and interpret metrics or KPIs for MSLs, the fact is that they all do, and one way or another these metrics are always linked to the MSL performance record.

So whether you have a metrics performance system based on reporting quantitatively your daily activities, or you have a metrics performance system that takes into account both quantitative and some quality measurements, you are held accountable for your work in these terms and you will find your annual performance development plan depends on these results.

What is one example of a quantitative measurement for MSL performance? How can an MSL apply this metric in their routine?

The most illustrative example of quantitative metric is “number of 1:1 interactions with Scientific Experts”, although there are many others (number of clinical sessions, number of face to face interactions with SE, etc…). With this particular metric MSLs show how many times they have done a certain activity related to SE interactions. After a period of time you can get a clear picture of who, when, how many times and which topic(s) the MSL is performing his or her activity and check if the medical strategic plan is being implemented according to objectives.

For MSLs these measurements may help in the planning process of visits across their assigned territory and tailor future visits.


What is one example of a qualitative measurement for MSL performance? How can an MSL apply this metric in their routine?

Qualitative metrics are much more difficult to interpret and implement as quality is difficult to measure. Yet, these metrics are the ones that truly speak out for our work and the great value we add to our companies.

For example, the quality and depth of KOL relationships is a Q-metric all MSLs should be accounted for. It shows how through science based peer to peer relationships with SE we build engagement and trust on our companies and products that translate on better quality of life for patients.

These metrics remain a challenge still in many ways and with this workshop we will try to shine some light to all of this.