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Introduction

Whenever MSL executives call me about the monkeys on their back, they almost always ask the same question:

“Do you see this at other companies? Are we on par with everyone else?”

You can be dealing with 500-lb gorillas like:

MSL metrics
MSL compliance (usually disregard of)
MSL recruiting
Demonstrating value of your MSL program to executive leadership
Managing sales & marketing’s expectations

Or you can be dealing with day-to-day tactical problems. Should you be communicating differently to get a better result? Is there data out there on your problem that will convince executive leadership? How is that 6-figure CRM you’re about to buy work out for other companies that have already tried it to track KOL interactions?

Whatever monkeys you have on your back, you want to know if it’s within “the norm” or if you should seek serious intervention (maybe even a new job). If it’s “normal”, you want to know how companies are handling it.