The goal is to understand how well tasks are distributed in the department. A common mistake is working according to the system of "one leader and everyone, everyone." Think about what will happen if suddenly your "star" decides to go on vacation or leaves the company altogether?
Analyze how many managers report to the head of the sales department. How many responsibilities do they perform, and is there a situation where one of them is busy and the other is not doing anything? How often are planning meetings and conferences held?
Also check for a well-established reporting system. The sales manager should have a complete picture of the sales department's work with key indicators for each dentist database employee. This, by the way, also applies to the sales manager himself: he should report on the work done to his immediate supervisor.
Organizational structure of the OP
Customer loyalty
Another indicator that shows how well your managers are working. What to check:
how satisfied are clients with the cooperation;
are there any complaints about the sales department;
is the process of receiving feedback from the client set up (in the form of surveys, interviews or questionnaires);
Is the NPS indicator measured?
Are recommendations collected from satisfied customers?
At the same time, your managers are not required to conduct an in-depth interview with the client; it is enough to ask just two simple questions:
Would you recommend our company to your friends (from 1 to 10 points)?
What do I need to do to get a 10 point recommendation from you?
Sales department audit result
A sales department audit is needed to identify potential growth points and eliminate shortcomings in the sales department. The information collected will allow you to develop a clear development strategy based on real statistics, not general recommendations.
Sales department audit result
Knowing the weak points in the department's work, you will clearly understand where and what needs to be improved. It may well be that the department managers work perfectly, but to increase the number of incoming applications, it is necessary to improve the company's trade offer.