The Changing MSL Role: Proving Value Through Performance Measurement

Table of Contents

Metrics Overview

The Changing MSL Role contains the following graphics:

• Percentage of Companies with Dedicated MSL Departments
• Percentage of Small Companies with Dedicated MSL Departments
• Percentage of Mid-Sized Companies with Dedicated MSL Departments
• Percentage of Large Companies with Dedicated MSL Departments
• Percentage of Companies with Dedicated MSL Departments by Company Size
• Age of MSL Functions by Company
• Age of MSL Functions at Small Companies
• Age of MSL Functions at Mid-Sized Companies
• Age of MSL Functions at Large Companies
• Age of MSL Functions by Company Size
• Percentage of Companies with Centralized vs. Decentralized MSL Programs
• Percentage of Small Companies with Centralized vs. Decentralized MSL Programs
• Percentage of Mid-Sized Companies with Centralized vs. Decentralized MSL Programs
• Percentage of Large Companies with Centralized vs. Decentralized MSL Programs
• MSL Program Structures by Company Size
• MSL Team Alignment
• Small Companies' MSL Team Alignment
• Mid-Sized Companies MSL Team Alignment
• Large Companies' MSL Team Alignment
• MSL Team Alignment by Company Size
• MSL Reporting Structure
• MSL Reporting Structure at Small Companies
• MSL Reporting Structure at Mid-Sized Companies
• MSL Reporting Structure at Large Companies
• MSL Reporting Structure by Company Size
• MSL Reporting Structure by Company Size (2005)
• Executive Oversight of MSL Department
• Executive Oversight of MSL Department at Small Companies
• Executive Oversight of MSL Department at Mid-Sized Companies
• Executive Oversight of MSL Department at Large Companies
• Executive Oversight of MSL Department by Company Size
• Percentage of Companies with Affiliate MSL Programs Outside the US
• Percentage of Small Companies with Affiliate MSL Programs Outside the US
• Percentage of Mid-Sized Companies with Affiliate MSL Programs Outside the US
• Percentage of Large Companies with Affiliate MSL Programs Outside the US
• Companies with Affiliate MSL Programs Outside the US by Company Size
• US Budgets for MSL programs by Company
• Rest-Of-World Budgets for MSL Programs by Company
• Average US and Rest-Of-World Budgets for MSL Programs
• Average US and Rest-Of-World Budgets for MSL Programs by Company Size
• US Budgets for MSL programs at Small Companies by Company
• Rest-Of-World Budgets for MSL Programs at Small Companies
• Average US and Rest-Of-World Budgets for MSL Programs at Small Companies
• US Budgets for MSL Programs at Mid-Sized Companies by Company
• Rest-Of-World Budgets for MSL Programs at Mid-Sized Companies by Company
• Average US and Rest-Of-World Budgets for MSL Programs at Mid-Sized Companies
• US Budgets for MSL Programs at Large Companies by Company
• 2007 Rest-Of-World Budgets for MSL Programs at Large Companies by Company
• Average US and Rest-Of-World Budgets for MSL Programs at Large Companies
• Departments Contributing to MSL Budgets
• Departments Contributing to MSL Budgets at Small Companies
• Departments Contributing to MSL Budgets at Mid-Sized Companies
• Departments Contributing to MSL Budgets at Large Companies
• Departments Contributing to MSL Budgets by Company Size
• Criteria Used to Determine MSL Team Size
• Overlap of Criteria Used to Determine MSL Team Size
• Number of FTEs Employed as MSLs
• Number of FTEs Employed as MSLs at Small Companies
• Number FTEs Employed as MSLs at Mid-Sized Companies
• Number of FTEs Employed as MSLs at Large Companies
• Average Number of FTEs Employed as MSLs by Company Size
• Overall Breakdown of Degrees Required for MSLs who Work with PCP Thought Leaders
• Overall Breakdown of Degrees for MSLs who Work with Specialist Thought Leaders
• Degrees Required for MSLs Working with PCP Thought Leaders by Company Size
• Degrees Required by Small Companies for MSLs Working with PCP Thought Leaders
• Degrees Required by Mid-Sized Companies for MSLs Working with PCP Thought Leaders
• Degrees Required by Large Companies for MSLs Working with PCP Thought Leaders
• Degrees Required for MSLs Working with Specialist Thought Leaders by Company Size
• Degree Required by Small Companies for MSLs Working with Specialist Thought Leaders
• Degree Required by Mid-Sized Companies for MSLs Working with Specialist Thought Leaders
• Degree Required by Large Companies for MSLs Working with Specialist Thought Leaders
• Typical Experience by Degree for MSLs Working with PCP Thought Leaders by Company Size
• Typical Experience by Degree for MSLs Working with PCP Thought Leaders for Small Companies
• Typical Experience by Degree for MSLs Working with PCP Thought Leaders for Mid-Sized Companies
• Typical Experience by Degree for MSLs Working with PCP Thought Leaders for Large Companies
• Typical Experience by Degree for MSLs Working with Specialist Thought Leaders by Company Size
• Typical Experience by Degree for MSLs Working with Specialist Thought Leaders for Small Companies
• Typical Experience by Degree for MSLs Working with Specialist Thought Leaders for Mid-Sized Companies
• Typical Experience by Degree for MSLs Working with Specialist Thought Leaders for Large Companies
• Starting Salary for MSLs Working with PCP Thought Leaders by Experience Level
• Starting Salary for MSLs Working with PCP Thought Leaders by Experience Level for Small Companies
• Starting Salary for MSLs Working with PCP Thought Leaders by Experience Level for Mid-Sized Companies
• Starting Salary for MSLs Working with PCP Thought Leaders by Experience Level for Large Companies
• Starting Salary for MSLs Working with Specialist Thought Leaders by Experience Level
• Starting Salary for MSLs Working with Specialist Thought Leaders by Experience Level for Small Companies
• Starting Salary for MSLs Working with Specialist Thought Leaders by Experience Level for Mid-Sized Companies
• Starting Salary for MSLs Working with Specialist Thought Leaders by Experience Level for Large Companies
• Rating in Importance of Factors Considered in Thought Leader Relationships for All Companies
• Rating in Importance of Factors Considered in Thought Leader Relationships for Small Companies
• Rating in Importance of Factors Considered in Thought Leader Relationships for Mid-Sized Companies
• Rating in Importance of Factors Considered in Thought Leader Relationships for Large Companies
• Average Number of Thought Leader Relationships by Company Size
• Total Number of Thought Leader Relationships for Small Companies
• Total Number of Thought Leader Relationships for Mid-Sized Companies
• Total Number of Thought Leader Relationships for Large Companies
• Thought Leader Relationships per MSL by Company Size
• Thought Leader Relationships per MSL for Small Companies
• Thought Leader Relationships per MSL for Mid-Sized Companies
• Thought Leader Relationships per MSL for Large Companies
• Overall Percentage Breakdown of Thought Leader Relationships by Provider Category
• Percentage Breakdown of Thought Leader Relationships by Provider Category and Company Size
• Percentage Breakdown of Small Companies' Thought Leader Relationships by Provider Category
• Percentage Breakdown of Mid-Sized Companies' Thought Leader Relationships by Provider Category
• Percentage Breakdown of Large Companies' Thought Leader Relationships by Provider Category
• Thought Leader Relationships per MSL by Provider Category and Company Size
• Small Companies' Thought Leader Relationships per MSL by Provider Category
• Mid-Sized Companies' Thought Leader Relationships per MSL by Provider Category
• Large Companies' Thought Leader Relationships per MSL by Provider Category
• Average Thought Leader Interactions by Activities per Quarter for All Companies
• Thought Leader Interactions by Activity per Quarter for Small Companies
• Thought Leader Interactions by Activity per Quarter for Mid-Sized Companies
• Thought Leader Interactions by Activity per Quarter for Large Companies
• Average Thought Leader Interactions per Quarter by Company Size
• Median Interactions per Quarter by Company Size
• Face-to-Face Visits per Quarter for All Companies
• Telephone Conversations per Quarter for All Companies
• Email Exchanges per Quarter for All Companies
• Percentage of MSLs' Time Spent in the Field
• Percentage of MSLs' Time Spent in the Field at Small Companies
• Percentage of MSLs' Time Spent in the Field at Mid-Sized Companies
• Percentage of MSLs' Time Spent in the Field at Large Companies
• Percentage of Time that MSLs Spend in the Field by Company Size
• MSL Staffing Based on Sales Force Staffing
• Ratio of Sales Reps to MSLs by Company
• Ratio of Sales Reps to MSLs at Small Companies
• Ratio of Sales Reps to MSLs at Mid-Sized Companies
• Ratio of Sales Reps to MSLs at Large Companies
• Ratio of Sales Reps to MSLs by Company Size
• Functions that Communicate with MSL Teams
• Functions that Communicate with MSL Teams at Small Companies
• Functions that Communicate with MSL Teams at Mid-Sized Companies
• Functions that Communicate with MSL Teams at Large Companies
• Functions that Communicate with MSL Teams by Company Size
• Brands Supported per MSL by Company
• Brands Supported per MSL by Company at Large Companies
• Brands Supported per MSL by Company at Mid-Sized Companies
• Brands Supported per MSL by Company at Small Companies
• Brands Supported per MSL by Company Size
• Development Phase that MSLs Begin Supporting a Product
• Development Phase that MSLs Stop Supporting a Product
• MSL Involvement by Product Lifecycle at Small Companies
• MSL Involvement by Product Lifecycle at Mid-Sized Companies
• MSL Involvement by Product Lifecycle at Large Companies
• Average Percentage of Time Dedicated to MSL Activities
• Average Percentage of Time Dedicated to Educational Activities by Company
• Average Percentage of Time Dedicated to Research Activities by Company
• Average Percentage of Time Dedicated to Speaker Activities by Company
• Average Percentage of Time Dedicated to MSL Activities at Small Companies
• Average Percentage of Time Dedicated to MSL Activities at Mid-Sized Companies
• Average Percentage of Time Dedicated to MSL Activities at Large Companies
• Average Percentage of Time Dedicated to MSL Activities by Company Size
• Percentage of Companies whose MSLs Deliver Promotional Speeches
• Percentage of Small Companies whose MSLs Deliver Promotional Speeches
• Percentage of Mid-Sized Companies whose MSLs Deliver Promotional Speeches
• Percentage of Large Companies whose MSLs Deliver Promotional Speeches
• Percentage of Companies whose MSLs Deliver Promotional Speeches by Company Size