1. What are two ways that an MSL can adapt to changes in a product life-cycle?

To be able to successfully evolve with the role throughout the product lifecycle, MSLs must focus beyond meeting their short term objectives in the field. MSLs must think strategically about their territories and how to engage with their customers in a way that allows them to maximize their value and create long lasting collaborations in the field. MSLs also need to focus on customer needs first and how to marry those needs with their business priorities.

  1. How can an MSL prepare themselves for the changes expected in a product life- cycle?

Change is the only constant, they say, and that is even more true in this industry. Understanding this and being comfortable with change is very important for anyone who wants to be successful in this role. It is important to be able to look ahead and think how will my customers’ needs change next year? How about our business priorities? Thinking ahead will allow the MSL to be better prepared and know how to quickly switch gears when business needs change.  In addition, MSLs need to develop a good business acumen to understand how decisions are made and to be strategic in their territories. This will help them better anticipate what is coming ahead.

  1. How important is it for the MSL to change with the product life-cycle?

It is key for the MSL to be able to adapt quickly to the challenges and opportunities that arise as they support a product from one stage to the other. At each of these stages, the business priorities change as do the customer’s needs. To be effective, it is crucial for the MSL to understand these dynamics and adopt their approach as needed.