Frequently Asked Questions

Topaz FAQ

Do you have any questions about Topaz Sales Consulting? Click a question to see the answer.

What is sales consulting?

Sales consulting firms help businesses grow by becoming their trusted advisors and guiding them towards improved sales results. Learn more about the role of a sales consultant.

How do I choose the best sales training for my company?

There are many sales training companies in the marketplace.  To choose the sales training solution and consultancy right for your sales team and company, start by asking these nine questions.

How will you customize the training to my business?

We aim to offer a sales training program and a transformational experience that aligns perfectly with your business’s specific needs and goals. In this way, Topaz isn’t just a service provider but a strategic partner committed to your long-term success.

The beauty of Topaz’s approach lies in the fact that no two companies are treated the same. Here’s how Topaz customizes its sales training for each client:

Initial Assessment and Consultation: Before diving into the training, a comprehensive analysis is conducted to understand the current sales processes, team dynamics, market positioning, and, most importantly, the unique challenges and opportunities facing your business. This baseline understanding allows for a more targeted approach.

Stakeholder Involvement: From CEOs to key sales personnel, involving strategic stakeholders ensures the training aligns with top-level strategy and ground-level execution. This type of consultation guarantees that the program has buy in from your entire organization.

Sales Assessment: After identifying your team’s strengths and weaknesses, we target the areas that require improvement. The focus is not just on missing skills but also on leveraging existing strengths to their maximum potential.

Proven Training Sessions: While the overall training approach is tailored to your unique needs, the actual sessions are drawn from 30 years of in-depth experience in sales. These time-tested sessions have been meticulously designed to capture our unique sales philosophy, process, and results-driven sales strategies. They provide a robust foundation that has proven effective across diverse industries and scenarios, ensuring your team benefits from decades of proven expertise.

Coaching and Real-World Application: Along with the training session and sponsor check-ins, one-on-one or group coaching sessions provide more targeted, personal guidance. These sessions can be theoretical and also leverage the real-world scenarios your sales team faces daily. This coaching approach helps to reinforce the training, allowing for immediate application of learned concepts, fostering a culture of continuous improvement, and ensuring long-term success.

Sponsor Check-In Conversations: Rather than generic follow-ups, the program includes scheduled sponsor check-in conversations with your organization’s CEO and project champions. These discussions serve as pivotal moments to evaluate the effectiveness of the training, capture senior-level insights, and make real-time strategic adjustments. This executive engagement ensures that the training aligns with all team members and is integrating with your organization’s overarching goals and vision.

Focus on Soft Skills: Technical knowledge is just one part of the selling equation. Each Topaz training program develops emotional intelligence, communication skills, and other soft skills crucial for success but often neglected.

Role-Specific Training: Sales teams are usually a mix of roles—SDRs, Account Executives, Customer Success Managers, etc. The training is adaptable so that each position gets the attention and specific skill development it requires.

What sets Topaz apart from other sales training companies?

What sets Topaz apart is a well-rounded, thoughtful approach to sales training and leadership that addresses sales’ human and operational aspects. You’re not just looking for the next deal; you’re a partner in your client’s success.

Our BHAG (Big Hairy Audacious Goal) is to transform the way the world perceives, values, hires, and trains salespeople.  We have a  passion for sales excellence and desire for each participant in our courses to reach their full sales potential.  Our differences:

In-Depth Customization: Unlike generic sales training programs, Topaz offers a deeply personalized approach tailored to each client’s needs. This strategy ensures that sales teams aren’t just following a one-size-fits-all model but are equipped to meet their specific goals and challenges.

Participatory Learning: The active dialogue during the live coaching sessions ensures that your team doesn’t just passively ingest information. They engage, question, and challenge concepts, leading to more robust skill development and critical thinking.

Specialized Sales Hiring: Many companies use a general hiring model for all roles, including sales. Topaz understands that a sales role requires different skills and qualities and we know top performers love a challenge. We take the guesswork out of hiring sales professionals by offering a specialized hiring process guaranteed to challenge any top performer.

Transformative Belief System: Our approach radically shifts the fundamental perception of the salesperson and buyer roles. Topaz training helps sales teams focus on selling and aiding the customer in buying, building longer-term relationships and trust.

Real-Time Scenario Training and Mentorship: Theoretical knowledge is valuable, but real-world application is vital. Our Buyer Facilitator and Sales Leadership programs include real-time scenarios for problem-solving, giving sales teams the tools and the confidence to excel in real-world situations.

Holistic Leadership Programs: We create leaders. Our programs focus on identifying and nurturing natural leadership skills, transforming managers into invaluable guides for their teams.

Sustainable Processes and Tools: Sales is not just about closing a deal; it’s about building a process that can be replicated and scaled. We focus on sustainable strategies and provide custom tools and resources to ensure companies benefit long-term from our guidance.

Client Relationship Commitment: Our services extend beyond just training to foster enduring client relationships, resonating with companies that value longevity over quick, transactional successes.

Do you have any customer success stories or case studies you can share?

We have a growing number of customer success stories. And don’t just take it from us, read our Testimonials and check out our Case Studies.

What reinforcement follows completion of training?

The improvement doesn’t stop once the training and coaching sessions are over. Ensuring the lessons learned are applied and retained is vital for long-term success. Here’s how Topaz reinforces its sales training post-completion:

Advanced Training Sessions: You can choose to have your team participate in continued coaching which provides your sales team with real-time feedback and solutions, ensuring the lessons learned during foundational training are applied effectively in real-world scenarios.

Peer-to-Peer Engagement: The Topaz Alumni Group (TAG) is an internal, private social network fostering a culture of continuous improvement. TAG members can share successes, bring real-time challenges, and brainstorm strategies with other alums and Topaz coaches. Access to a comprehensive library of training materials and templates can be referred to at any point, offering a constant source of guidance and improvement.

Skill Refreshers: Alumni workshops are available on a client-need basis to revisit key topics and refresh the participants on using best practices or techniques learned and applied during training, keeping your team up-to-date and ahead of the curve.

Buyer Facilitator Refresher Quiz: An interactive tool is available designed to reinforce the pivotal concepts learned during foundational training. This quiz, created exclusively for training alums, acts as both a refresher and a metric for understanding how well the principles of buyer facilitation have been internalized.

Client Nurture Process: Participants enter a nurturing cycle that keeps their skills sharp and engagement high after completing the foundational training. They receive a monthly email that includes reminders of key training principles, interactive sales challenges, and role-practice scenarios. These emails reinforce the training and encourage active participation in the Topaz Alumni Group (TAG) for peer feedback. Additionally, a weekly “Topaz Tip” is sent directly to participants’ email inboxes, providing ongoing inspiration and motivation to refine their sales skills continually.

Customer Feedback Integration: By analyzing customer responses to assess the effectiveness of our sales training, tools, and coaching, we can offer real-time adjustments, enabling us to reach out to participants for deeper insights and fine-tuning.

Using these reinforcement methods, Topaz ensures that the value delivered during the training program is not just a one-off event but ingrained in the team’s everyday actions and long-term strategy.

What are the typical results after taking your training?

Before Topaz starts working with a new client, we set proper expectations to get maximum value for their investment.  Like most things, people get out of training what they put into it. 

Here’s a great example:

“Topaz has equipped our people to be an amazing differentiator in our market.  The way our people interact builds lasting trust based upon truth and commitment.  This dynamic has radically improved our relationship with customers, increased our credibility and lead to increased revenue and profit.  Topaz has radically transformed our team for the better”.

Matt Brennan – ProLift Rigging

What programs does Topaz Sales Consulting offer?

Topaz offers Sales, Sales Hiring and Sales Leadership online training and live coaching programs as well as objective sales evaluations and CEO mentoring. You can learn more about our offerings as you continue to explore our website!

Our training is proprietary and available to our clients through a learning management system (LMS).  To see if we’re a good fit for you, reach out.

Where is Topaz Sales Consulting based?

Topaz is headquartered in the lovely city of Austin at the beginning of the beautiful Hill Country of Central Texas.

If you’re in Austin we can meet in person! Nowadays businesses are more and more online, including us.  However, we are always open to in person meetings. You can also check out our About Page for a coach near you.

We also operate outside of Austin, TX with clients throughout the USA and around the world

How many years have you been in business?

Topaz Sales Consulting has been helping companies build revenue generating machines since 2015.  Members of our team have been helping customers buy for over 3 decades.

Where can I read the Topaz Sales Consulting blog?

You can read the Topaz Sales Consulting blog and so many more informative pieces by clicking this link: Resources

What is the best way to contact Topaz Sales Consulting?

We accept all forms of communication.  Here are a few:

Contact Page



Are you a faith-focused organization?

We are an organization whose offerings and core values are aligned with our faith.

Who conducts the trainings?

Topaz offers blended learning training and coaching which includes proprietary online training videos and live coaching provided by a certified Topaz Sales Coach.

Is all of the training completed online?

Yes and no.  All of our blended learning programs consist of online training videos and are supplemented with live coaching delivered by a certified Topaz Sale Coach.

How soon do I get access to the training after I purchase it?

You choose your start date for the training. Access to the online video training can be as quick as 1 business day of purchasing.

Do we get access to Topaz Sales Consulting resources forever?

The recorded video training is available for active clients. Many of our tools and other resources are available in perpetuity.

Buyer Facilitator FAQ

Do you have any questions about Buyer Facilitator Training from Topaz? Click a question to see the answer.

What are Sales Diagnostics?

We help discover what’s holding your sales team back – from pre-hire sales and sales manager assessments to a full salesforce evaluation, where we provide objective data about the people, systems, and strategies of a company’s sales organization. We use this data to tailor our programs to deliver client specific training and to accelerate their learning and sales results.

Why is sales training important?

What good is an Olympic athlete if they don’t train? The same is the case for salespeople. Although you may be getting by, consistent sales training will sharpen your skills and elevate you to the next level. If you’re concerned that if you train your people they might leave, what happens if you don’t train your people and they stay?

What is Buyer Facilitator Training?

Buyer Facilitator is our name for sales professionals. Buyer Facilitator by Topaz Training is a blended learning sales training program by Topaz Sales Consulting. This program will redefine what you believe about sales and provide a time-tested sales philosophy and process designed to deliver consistent results.

What is a sales facilitator?

A sales facilitator is someone who effectively helps to guide the Prospect through the buying process. They do this by focusing on the customers real problem they’re trying to solve and developing tailored solutions to help solve it.

How long does it take to complete the Buyer Facilitator training?

The length of the training is determined by you and your Topaz Sales Coach. Most of our clients complete the foundational training over a 4-6 month period. Advanced Buyer Facilitator training builds on foundational training and continues for as long as clients sees value.

Do you offer one-on-one coaching?

Yes, we offer one-on-one coaching with a focus on achieving your specific sales goals. 

Do you provide me with with any templates, workbooks, or other tools?

When you go through any of the Topaz training programs, you will be provided with a comprehensive workbook (when applicable), tools, templates, and other resources for your use. During live coaching sessions, tools and templates are customized according to our client’s specific needs.

How much does sales training cost?

Client investment will vary based on the number of participants, goals, and timelines.

How many employees can go through the sales training at once?

An ideal group size is between 6 & 8 with a maximum of 10 participants to go through Buyer Facilitator together. A smaller group size allows for more focused and personal attention.

How involved is the Topaz Sales Consulting team in our training?

The Topaz Sales Consulting team will support and guide you through the program from start to finish, and will even offer community forums, blogs, newsletters and weekly tips so you can continue to be a Buyer Facilitator long after foundational training is completed.

What happens after we complete Buyer Facilitator sales training?

After you graduate from Buyer Facilitator sales training, you can choose to continue with Advanced Buyer Facilitator training, join our exclusive Topaz Alumni Group (TAG) community forum, and stay up to date through our newsletter and weekly Topaz tips to continue honing your skills as a Buyer Facilitator. If you find that down the road you are falling back into old habits you may want to invest in refresher training at a Topaz Reboot Camp.

What makes Buyer Facilitator training more effective than other trainings?

At Topaz Sales Consulting, we are experts with an easy to use online video training program with supplemental live coaching that challenges companies to start applying new best practices immediately. Within the first two weeks we will expose your teams’ true sale beliefs, many of them self-limiting and then offer positive alternatives to empower you to have high impact conversations with your customers. The Topaz model is efficient. Rather than huddling your sales team in a room for a week, we deliver learning modules online, reinforce the learning through a weekly coach-led discussion, then gain commitment from your team to apply what they’ve learned. Each week you will share live customer engagement stories, and talk through ideal next steps. It’s far more impactful than a information dump in a sales conference.

How often should I invest in Sales training?

The best time to invest in sales training was a year ago and right now! There are a number of reasons our customers have invested in sales training.

Here are a few:

  • Missing revenue goals
  • Skills sharpening
  • No sales process followed by all
  • Never had professional sales training
  • Employee motivation and retention
How often should I retrain my employees?

You should be providing consistent coaching and training to your employees so they are able to retain the knowledge and apply it every day. If or when you are uncertain about which sales reps are unconditionally committed (capable of positive change) vs the ones who are conditionally committed (unwilling or not capable of positive change) is an indicator it may be time for refresher training.

What happens when I stop training?

Expect your customers to notice.

What is a Topaz Reboot Camp?

Even the best Buyer Facilitators fall back on old habits, start to skip steps in the Process, or forget the Philosophy. Topaz offers Buyer Facilitator alumni a half-day workshop tailored to your company’s needs and challenges.

Metahire FAQ

Do you have any questions about Metahire Training from Topaz? Click a question to see the answer.

How can Topaz Sales Consulting help with sales hiring?

We offer a sales hiring program, Metahire, which has a time-tested and proven process that, when used properly, can dramatically increase the likelihood that your next hire is a sales superstar.

What sales hiring techniques do you use?

Topaz offers a proprietary sales hiring system specifically designed to hire high performing salespeople and sales managers.  Our emphasis is on searching for reasons to disqualify candidates who are not a fit rather than searching for reasons to move the candidate forward.  This technique saves enormous amounts of time and leads to better sales hiring results. Check you sales hiring process here.

What is the Metahire Sales Hiring System?

Metahire is a proprietary and proven process designed specifically for hiring salespeople and sales managers using an efficient scoring system at every stage of the hiring process.

What is the cost of a bad sales hire?

Isn’t that the black box of all questions? Most companies don’t know what a bad sales hire has cost them. When calculating the cost of a bad hire you should include, but not limited to, salary, commissions, benefits, cost of leads and most importantly the opportunity cost (sales that are going to your competition). Calculate how much your last bad sales hire cost you.

How long does it take to complete the Metahire Sales Hiring training?

The Metahire online training program is 8 hours plus live coaching. However, it is not necessary to complete all the training to get started. You will be able to learn and apply your learning on Day 1 of purchasing Metahire.

Do you offer live interviews?

Although we do not provide our services to conduct live interviews on your behalf, our Topaz Consultants are always available to shadow you on interviews to give you tips, or even participate in an interactive interview.

Do you provide me with with any templates, workbooks, or other tools?

Yes. When you go through any of the Topaz training programs, you will be provided with comprehensive tools, templates, and other resources for your use. During live coaching sessions, tools and templates are customized according to our client’s specific needs.

How much does sales hiring training cost?

Client investment will vary based on the number of hires, goals, and timelines.

How do I hire a sales team?

You can post a job and hire a salesperson without help from anyone. The question is, is that hire the right hire for your organization? At Topaz, we equip companies to eliminate the majority of the risk of a bad sales hire and dramatically increase the likelihood of a good sales hire. If you already have a sales team and are trying to decide whether to add people to your team, first you will need to evaluate your team and see who are top performers and who aren’t. Then, decide if you would rather train those who are not top performers, or part ways and replace them with better salespeople.

How involved is the Topaz Sales Consulting team in our training?

The Topaz Sales Consulting team will be involved as much as the client needs during each stage of the Metahire training with suggested targeted check-ins throughout the hiring process.

How can you help me hire a sales team?

You can implement our easy-to-follow process to begin hiring your sales team today!

What happens after we complete the Metahire sales hiring system training?

Once you’ve hired your ideal salesperson and onboarded them effectively, use the Buyer Facilitator by Topaz training to further equip them and accelerate their sales success!

Does your training help with resume screening?

Yes, we have a resume scoresheet that our clients can tailor fit to their company and hiring position to quickly weed out candidates who are timewasters.

Will my team learn how to follow up with candidates through email?

Yes, we have a collection of fully vetted email correspondence templates that your team can utilize throughout the hiring process.

What makes Metahire training more effective than other trainings?

We treat the whole hiring process like a cold call. We embed our sales philosophy into our sales hiring practices impacting decisions you make in each stage of hiring. Most companies use the same hiring process for all positions in the company. Our process is designed specifically to hire salespeople, although because the process is built to identify top performers, many of our clients have adapted the sales hiring process for other positions in their company.

Does your program help with fast track hiring?

From receiving a resume to making a job offer can happen in as little as four days. Our program allows candidates to be screened, interviewed multiple times and seen by multiple members of your team in just a few days.

Will your program help me to hire sales professionals?

Our program will help you attract, screen, hire and onboard the best candidates for your company. You set the bar on how skilled they need to be for success in your company. Metahire helps you screen for that level of skill.

Sales Leadership FAQ

Do you have any questions about Sales Leadership Training from Topaz? Click a question to see the answer.

How many employees can go through the sales training at once?

An ideal group size is between 6 & 8 with a maximum of 10 participants to go through Sales Leadership together. A smaller group size allows for more focused and personal attention.

How involved is the Topaz Sales Consulting team in our training?

We offer a blended learning program which uses a combination of online training videos supplemented by live coaching.

Do you offer one-on-one coaching?

Yes. We offer one-on-one coaching when it is the right fit for our clients.

Do you provide me with with any templates, workbooks, or other tools?

When you go through any of the Topaz training programs, you will be provided with a comprehensive workbook (when applicable), tools, templates and other resources for your use. During live coaching sessions, along with role-plays are specific client needs, tools and templates are customized according to our client’s specific needs.

Can Topaz Sales Consulting help with my sales leadership skills?

Absolutely. Whether you are a new sales manager, or you’ve been leading a team of salespeople for years, we will help you become more effective at coaching, motivating, developing your salespeople, recruiting, and holding your people accountable. A strong sales leader is the best investment your company can make if you want to achieve your sales goals.

What makes Sales Leadership training more effective than other trainings?

The sales leadership role is arguably the second most critical role in the company as sales is the lifeline of the business. What you will learn in the Topaz Sales Leadership training will not only transform how you lead your team to grow sales and profits, but the impact of what you will learn will have a positive, transformational effect on all your relationships.