This insight brief analyzes how personal promotion in healthcare is evolving and what it means for optimizing sales force investment. It examines shifting channel dynamics driven by regulatory changes such as the Sunshine Act, reduced in-person access, and stricter policies within integrated delivery networks. Using data from IQVIA’s Channel Dynamics audit, the brief highlights the scale, frequency, and format of sales interactions, including in-person, virtual, and hybrid presentations. It explores the types of presentations delivered, the mix of healthcare providers engaged, and what a typical interaction now looks like. The brief provides practical guidance on aligning sales force size, structure, and activity mix with real-world access conditions. A case study illustrates how data-driv

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