Does the dentist have to be the one selling big implant cases? Not forever, but probably for now. Look at how the big corporate clinics run it. They built sales staff into the office and pushed those people hard to learn a real sales process, which lets them pull the doctor almost completely out of the success equation. The doctor does dentistry, the trained staff handle the conversation. That is the luxury of scale. In a solo or small group practice you usually do not have that yet, so you are still part of the sales team, and that is fine. [...]