What is sales management in a dental practice and who owns it?
Sales management is the ongoing work of monitoring how your team converts opportunities, and in most practices nobody owns it, which is exactly why most practices leak cases. It is not the marketing. It is not the one time training. It is the weekly discipline of listening to calls, looking at the numbers, and coaching toward what should happen next. The owners who dig deepest into their calls move sales, full stop. That is the whole job. Right now you may be tracking nothing, so you have no idea whether your team closes forty of fifty inbound calls into consults or far fewer. Until someone owns the measuring and the coaching, you are flying blind. So decide who owns sales management in your office. If the honest answer is no one, that is your first problem to fix.
If the answers you are finding here resonate with you, my team and I work with a small group of clients each year. The next step is a complimentary Discovery Consultation and Practice Review with Dr. McAnally.