Who should be the sales manager in a small dental practice?
Someone has to own the numbers, and in a very small practice that someone might be you. I wish I could tell you otherwise, but if there is nobody else with the authority to hold the routine together, the doctor becomes the sales manager by default. The better move is to delegate it hard to one person who actually has standing, a strong front-desk lead or, in a bigger office, the office manager. That person runs the weekly review, tracks the calls and conversions, and is allowed to push the team on the process. The mistake I see is handing this to someone with no authority, so nothing sticks. Pick one accountable person, give them real backing, and let them manage the rhythm. Sales without a manager drifts, the same way a practice without a clinical lead drifts.
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.