Why MSL Candidates Fail in Interviews and How to Avoid These Mistakes

For every aspiring Medical Science Liaison (MSL), the interview is the biggest hurdle to finally landing the role. You may have an advanced degree, clinical or research experience, and even strong communication skills. But many candidates still fall short in interviews, not because they are not qualified, but because they make common, avoidable mistakes.

If you want to stand out in today’s competitive job market, you need to know exactly what pitfalls to avoid and how to prepare effectively. In this guide, we will cover the most common reasons MSL candidates fail in interviews and provide practical strategies to help you succeed.

‼️Mistake 1: Not Understanding the Role of an MSL

One of the most frequent reasons candidates fail is because they cannot clearly articulate what an MSL does. They focus on their own scientific expertise but cannot connect it to the actual responsibilities of the role.

Hiring managers want to hear that you understand the MSL’s position: building peer-to-peer relationships with healthcare providers, facilitating scientific exchange, gathering insights from the field, and supporting medical strategy without crossing into sales.

How to Avoid It:
📌 Research the role thoroughly. Be ready to explain in your own words what the difference is between an MSL and a sales rep, and why compliance is so critical. If you can show that you understand how MSLs add value to the medical affairs team, you are already ahead of many candidates.

‼️Mistake 2: Over-Focusing on Scientific Knowledge

Many aspiring MSLs think the interview will be a scientific exam. They prepare to talk about molecular pathways or clinical trial data in extreme detail, but they forget the role is about communication and relationship building.

Of course, you must be scientifically fluent. But if you cannot explain complex concepts clearly and concisely, or if you only talk at a technical level without tailoring your message, you will miss the mark.

How to Avoid It:
📌 Practice explaining complex science in a way that different audiences can understand. Show that you can communicate with a leading KOL but also with a busy community physician who has less time.

‼️Mistake 3: Talking Like a Salesperson

Hiring managers are quick to reject candidates who use promotional or sales-oriented language. Statements like “I would persuade doctors to prescribe this drug” raise immediate red flags. The MSL role is non-promotional, and candidates who blur the line between sales and medical affairs lose credibility.

How to Avoid It:
📌 Frame your answers around “scientific exchange” and “education,” not persuasion or promotion. Emphasize your ability to provide balanced, evidence-based information and to build trust through credibility.

‼️Mistake 4: Not Preparing for Behavioral Questions

MSL interviews are not just about science, they often include behavioral and situational questions. Candidates who fail to prepare for these often stumble when asked to describe a time they managed conflict, influenced without authority, or handled a difficult question.

How to Avoid It:
📌 Use the STAR method (Situation, Task, Action, Result) to prepare stories from your past that highlight transferable skills. Think about times you presented research, worked with cross-functional teams, or adapted communication for different audiences.

‼️Mistake 5: Failing Role-Play Scenarios

Many companies include role-play exercises in their interview process. You may be asked to simulate a KOL interaction, explain trial data, or respond to an unexpected question. Candidates who are unprepared often freeze, ramble, or fall into a sales-like tone.

How to Avoid It:
📌 Practice with peers or mentors before the interview. Record yourself delivering a short scientific presentation and refine your clarity, pacing, and confidence. Anticipate common questions a KOL might ask and practice compliant, concise responses.

‼️Mistake 6: Not Showing Business Acumen

Some candidates think MSLs only need to be scientists. But medical affairs is highly strategic. Hiring managers want to know that you understand how insights influence clinical development, publications, and overall company strategy.

How to Avoid It:
📌 Demonstrate that you understand the bigger picture. For example, you might explain how insights gathered from KOLs could shape trial design or how medical affairs contributes to product lifecycle management.

‼️Mistake 7: Weak Communication Skills

Even if your science is flawless, poor communication will sink your interview. Speaking too fast, failing to listen, or answering questions vaguely signals that you may struggle in KOL interactions.

How to Avoid It:
📌 Slow down, pause before answering, and stay concise. Practice mock interviews where you focus on listening carefully to the question and tailoring your answer. Strong communication is often what separates the final hire from the runner-up.

‼️Mistake 8: Not Asking Thoughtful Questions

At the end of most interviews, you will be asked if you have questions. Too many candidates ask surface-level questions or, worse, none at all. This makes you seem unprepared or uninterested.

How to Avoid It:
📌 Prepare thoughtful questions about the company’s medical affairs strategy, upcoming pipeline, or team structure. For example: “How does your team use insights from the field to inform medical strategy?” This shows you are already thinking like an MSL.

‼️Mistake 9: Overlooking the Importance of Soft Skills

Scientific expertise may get you in the door, but soft skills are what make you successful as an MSL. Hiring managers look for adaptability, emotional intelligence, and the ability to build trust. Candidates who ignore this often struggle in interviews.

How to Avoid It:
📌 Highlight experiences where you demonstrated empathy, teamwork, or adaptability. Show that you can manage relationships with humility and professionalism.

‼️Mistake 10: Poor Preparation for Virtual Interviews

Since many MSL interviews happen virtually, a surprising number of candidates fail to prepare their technology or environment. Bad lighting, technical glitches, or distracting backgrounds can undermine even strong answers.

How to Avoid It:
📌 Test your setup ahead of time. Choose a professional background, ensure your audio and video work, and treat the virtual interview with the same seriousness as an in-person one.

The Common Thread: Lack of Preparation

All of these mistakes share one theme: lack of preparation. The MSL interview process is competitive and multi-staged, often including recruiter screens, hiring manager interviews, panel interviews, and role-play scenarios. Candidates who underestimate this process are rarely successful.

How to Position Yourself for Success

✔️ Learn the language of medical affairs and practice using key terms like “scientific exchange” and “insights.”
✔️ Prepare behavioral answers using the STAR method.
✔️ Practice role-play scenarios in advance.
✔️ Demonstrate both scientific depth and business acumen.
✔️ Highlight your soft skills, not just your academic credentials.
✔️ Treat every stage of the interview process as equally important.

Final Thoughts

Failing an MSL interview is not always about lack of qualifications. It is often about preventable mistakes. By avoiding these pitfalls and preparing intentionally, you can position yourself as the candidate who not only understands the role but is ready to thrive in it.

At The MSL Academy, we specialize in helping aspiring MSLs prepare for every stage of the interview process. Our Excel Into MSL™ Platinum Program includes mock interviews, role-play training, and feedback designed to help you avoid these mistakes and stand out as a top candidate.

If you are ready to succeed in your MSL interviews, learn more about the Platinum Program today !