Blog - Page 16 of 310 - The McAnally Selling System

What Dental Sales Management Is and Who Owns It

james2026-06-18T00:00:00-04:00

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 [...]

What Dental Sales Management Is and Who Owns Itjames2026-06-18T00:00:00-04:00

Why Run a Weekly Sales Meeting With Your Team

james2026-06-18T00:00:00-04:00

Why should I run a weekly sales meeting with my dental team? Because skills decay without a rhythm, and a short weekly meeting is the cheapest rhythm you can build. Even fifteen minutes counts. Pull one recorded call, listen to it together, and walk through the phone slip line by line as a team. The training value is real, but the bigger payoff is cultural. When the team sees the doctor show up week after week, listen to a call alongside them, and look at the slip together, the message lands. The doctor really wants this. That repetition is what holds [...]

Why Run a Weekly Sales Meeting With Your Teamjames2026-06-18T00:00:00-04:00

Building Team Call Self-Critique Accountability

james2026-06-18T00:00:00-04:00

How do I make my team accountable for reviewing their own phone calls? Build it into the week as a standing expectation, not a favor. Every person who handles calls listens to their own recordings weekly with the phone slip in front of them and critiques the call honestly. Did we follow the steps or not? Some weeks a team member will have no call of their own in the queue. Fine. They still owe you a review, so they critique a teammate's call instead. Nobody gets a free pass. Self-critique works because it shifts ownership onto the person doing the [...]

Building Team Call Self-Critique Accountabilityjames2026-06-18T00:00:00-04:00

What ClearChoice Practice Culture Teaches Dentists

james2026-06-18T00:00:00-04:00

What can I learn about practice culture from how ClearChoice runs its offices? ClearChoice is worth studying because, in essence, they do what I teach, and they do it with discipline most private offices never reach. There is no freestyling when you call them. There is no freestyling once you are in the building. Every step of how they answer the phone and present the case follows a defined process. That structure is a culture decision, not a script decision. Notice too that their doctors are largely removed from selling, because they built sales staff who are pushed hard to master [...]

What ClearChoice Practice Culture Teaches Dentistsjames2026-06-18T00:00:00-04:00

Why Staff Freestyle Phone Calls Instead of a Process

james2026-06-18T00:00:00-04:00

Why do my staff freestyle phone calls instead of using our process? There are really only two reasons, and both trace back to you. The first is slack leadership on the front end. The system never got adopted because the owner never said clearly this is how we do things, so people defaulted to winging it. The second is the veteran with the know-it-all attitude, the person who has been around so long they figure they already have this handled. You can hear that attitude in the recordings. It carries a kind of weight, a quiet condescension, and it does not [...]

Why Staff Freestyle Phone Calls Instead of a Processjames2026-06-18T00:00:00-04:00

Dentist Involvement in Phone Training: How Much

james2026-06-18T00:00:00-04:00

How involved should the dentist actually be in phone training? More involved than you think, and probably more than you want to be. The single biggest predictor I have seen over many years is the doctor staying in the process. Not buying the marketing and disappearing. Actually embracing the call steps, keeping the slip on your desk, and talking about it. When you sit and listen to a recorded call alongside the person who took it, something shifts in the room. The team thinks, the doctor really wants me to do this, the doctor is actually here listening with me. That [...]

Dentist Involvement in Phone Training: How Muchjames2026-06-18T00:00:00-04:00

Long-Time Employee Refuses Your System: Accountability

james2026-06-18T00:00:00-04:00

Should I fire a long-time employee who refuses to follow our new system? You do not have to fire them, but you do have to be willing to. Here is the part dentists hate to hear. Someone hired three years ago does not get to set the rules forever. It is completely fine to change what the job requires to keep the job. If using the system is now an expectation, then it is an expectation, and you can make that accountability as firm as you want. The trouble is usually the Mr. or Mrs. Know-it-all on your team, the person [...]

Long-Time Employee Refuses Your System: Accountabilityjames2026-06-18T00:00:00-04:00

RMFD Phone Coaching for Your Dental Team

james2026-06-18T00:00:00-04:00

What does RMFD mean for managing my dental phone team? RMFD stands for record, monitor, feedback, daily. It is the difference between a team that stays sharp and one that quietly slides. You can run the best onboarding in the world, but skill levels do not hold without ongoing feedback. So pull a recorded call, even just one a week if that is all you can manage, and review it as a team with the phone slip in front of you. Did we use it or not? Then go further and make each person self-critique their own calls weekly. If they [...]

RMFD Phone Coaching for Your Dental Teamjames2026-06-18T00:00:00-04:00

Why Your Front Desk Ignores Phone Scripts

james2026-06-18T00:00:00-04:00

Why does my front desk team ignore the phone scripts I gave them? Because you handed them a script and then walked away. A system only sticks when the doctor owns it out loud. If you never say this is how we answer phones here, nobody adopts it, and within a month they drift back to freestyling every call. I can hear it instantly when I listen to recordings. The offices where the doctor is genuinely involved sound completely different from the ones where the team is roaming with no structure around them. So put the call steps on your own [...]

Why Your Front Desk Ignores Phone Scriptsjames2026-06-18T00:00:00-04:00

Train Your Team on the Patient Call Closing

james2026-06-18T00:00:00-04:00

How do I train my team to end a new patient call so the person actually shows up? Close with a verbal contract, and train your team to deliver it without flinching. After confirming the appointment, you have them say, so will you just promise to call me if you can't make it, then repeat the office number twice, then go silent and wait for the answer. That silence is the whole thing. If your team member keeps talking, it is not a contract anymore. Robert Cialdini's work on influence shows that people who promise out loud tend to follow through. [...]

Train Your Team on the Patient Call Closingjames2026-06-18T00:00:00-04:00

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