Frequently Asked Questions

This section is designed to save you time by reading responses to clients most common questions.

How can my company benefit from your services?
We offer consulting and training services for marketing and sales professionals. This includes sales planning, marketing strategy development, sales training, motivational workshops and more. The objective is to work with sales teams and develop successful strategies and action plans that can be implemented to hit sales goals and increase revenues.

How do you motivate sales reps?
Keeping sales people motivated and productive is one of the greatest challenges of any organization. We have found that effective, facilitated training is one of the best ways to motivate your team. Sales people that can take ownership for their ideas in a group of their peers are self-motivated. This happens for two reasons, first the sales rep feels valued and respected by the organization for being allowed to speak his or her mind, and secondly because increased knowledge leads to increased confidence and higher levels of motivation. Successful marketing strategies also motivate reps as they have confidence the company is on the proper road to success.

Is your training customized or prepackaged?
Training programs are fully customized to meet client needs. The training programs are broken into an introductory session, “The Nuts and Bolts of Selling,” and an advanced course, “The Sales Master.” Each program is tailored to telephone and field sales, or both. These training programs can range from one half-day workshop to two full days. Prepackaged training programs are available if requested.

Do you have experience in our industry?
We have experience in a variety of industries including manufacturing, health care, publishing, industrial sales, high-tech and more. The fundamental principles of successful sales and marketing efforts cross the boundaries of many industries. In fact, many clients appreciate hearing what works in other industries, companies and sales teams. Click here for our client list.

Do you help develop telephone sales programs?
Developing telephone sales teams is a growing area for many businesses. Telephone selling gets results, if done properly. Whether it is an outbound, inbound, or account management program a telephone sales group can probably help you increase revenues. We specialize in this area and bring over 19 years of experience to helping our clients set up cost-effect, revenue generating telephone sales teams.

Can you help develop a sales team for our organization?
We offer sale and marketing planning and development. This includes the formation or restructuring of sales departments. We review sales targets, compensation, other reward systems, territory analysis, selling skill levels, performance evaluations and more.

Can we reprint your articles?
The articles on this Web site are available for reprinting in your company newsletter or distribution to your sales team and other employees at no charge. Please call and make us aware of which article you would like to reprint. Click here to see a list of articles.

Can you provide references?
References are critical in the early stages of developing a working relationship. We are proud to have very supportive clients who would be happy to talk to you about how Wood-Young Consulting has benefited their organization.

Click here for our client list.

What are your fees?
Fees are dependent on the type of work and the length of time needed to complete the project. Clients are billed by the day and half-day. Depending on the number of days your investment can range from $1500 to $5000 per day. The goal is to make the fees a win-win for both parties. We are willing to work with you, and your budget, to make the project financially successful. Because the consulting and training is focused on increased revenues, you will be able to measure the ROI of your investment in our services.

Where do we start training the sales team?
The first step is to determine a clear objective for the training. What areas need improvements? Does the sales team need a refresher? Are the sale people being asked to move into new areas? Observe your sales people in action and ask them where they feel they can improve. This builds the foundation for the customized training program.


Tom Young, MBA is president of Sales Training Plus, a sales training and marketing consulting firm helping companies increase revenues. He can be reached at 719-481-4040, or e-mail at [email protected]. For more articles like this one, visit his web site at