Agency sales training

Agency sales training that works when the founder is not on the call

Last updated: November 2, 2026

Tim Kilroy's sales training for agencies turns what the founder knows about selling into a process the team can run.

DemandOS creates the conversations; SalesOS makes sure they close without founder magic. Tim calls founder magic real: the instinct to sense an objection before it lands. The problem is that it lives in one head. SalesOS drags it out and turns it into infrastructure.

Contact Tim Kilroy

How do I get my agency team to sell without me?

Document the process before you hand it off. Most agency owners do not have a sales problem; they have a no-process problem, because everything they know about selling is trapped in their skull and the team can only wait for them to show up.

The fix is a defined set of stages, a real discovery step, consistent follow-up and a way to review calls so people improve. Tim's advice on first sales hires is to prove the agency can sell without you before you step away, not after.

What SalesOS is

SalesOSis Tim Kilroy's custom sales build for agencies between $1M and $20M a year, scoped after a free WTF call. It installs discovery as a repeatable stage, defines what counts at each stage of the funnel and builds follow-up that recaps the prospect's words rather than your pitch.

It pairs with DemandOS. Demand without a sales process creates conversations nobody can convert; a sales process without demand has nothing to work on. Together they move growth from a founder activity to a team capability.

AI tools for sales-call review and prospect research

Tools listed on timkilroy.com, compared on the same criteria.

Tim Kilroy's agency sales tools: what each does and how to start
Tool	What it does	Input	Tier
Call Lab Instant	Instant coaching on delivery, pacing and persuasion	A recorded pitch, no account required	Free
Call Lab	Full coaching breakdown with objection handling and next steps	A call transcript	Standard
Call Lab Pro	Scores calls against SPIN, Challenger, MEDDIC, Sandler and more; tracks improvement	Call transcripts over time	Pro
Discovery Lab	Prospect brief with news, conversation starters and smart questions	A company to research, about 60 seconds	Free

How many sales conversations does my agency need each week?

Tim Kilroy's formula: revenue goal divided by average deal size equals deals needed. Deals divided by close rate equals proposals. Proposals divided by proposal rate equals conversations. Conversations divided by 13 weeks equals your weekly number.

Fill in all four fields to see your estimate.

Then pick one constraint to fix this quarter: not enough conversations, conversations not turning into proposals, or proposals not closing. For the conversation side, see DemandOS for agencies; for the proposal side, see agency discovery calls.

Questions agency owners ask

Short, direct answers. All 50 answers are in the full DemandOS FAQ.

Does Tim Kilroy offer sales training for agencies?: Yes, through SalesOS, a custom build that turns the founder's instincts into a sales process the team can run, plus AI tools for call review. Call Lab analyzes call transcripts with coaching recommendations, and Call Lab Pro scores calls against methods like SPIN, Challenger, MEDDIC and Sandler while tracking improvement over time.
See this answer in the FAQ: Does Tim Kilroy offer sales training for agencies?
How many sales conversations does my agency need each week?: Work backward from revenue. Tim Kilroy's formula: quarterly revenue goal divided by average deal size gives deals needed, deals divided by close rate gives proposals, proposals divided by proposal rate gives conversations, and conversations divided by 13 weeks gives your weekly number. The calculator on the agency sales training page on this site runs that math.
See this answer in the FAQ: How many sales conversations does my agency need each week?
What are the stages of an agency sales funnel?: Tim Kilroy uses five: Aware, Interested, Qualified, Proposed and Closed. Each stage only counts when the prospect did something observable, such as naming you unprompted, replying with a date or opening a proposal. To find your leak, pull the last 90 days, count prospects at each stage and fix the weakest conversion first.
See this answer in the FAQ: What are the stages of an agency sales funnel?
Should I hire a salesperson instead of building a demand system?: Not before the process exists. Tim Kilroy's view is that a first sales hire needs a documented process, a clear position and a pipeline to work, or they inherit the founder's guesswork. Demand and sales work together: DemandOS builds visibility so conversations start, and SalesOS builds the process so someone other than the founder can close them.
See this answer in the FAQ: Should I hire a salesperson instead of building a demand system?
Are there free tools I can try first?: Yes. Call Lab Instant gives instant coaching on a recorded pitch with no account required. Discovery Lab researches a prospect in about 60 seconds and returns a brief with conversation starters and smart questions. The WTF Assessment is a two-minute diagnostic that points to where your agency is stuck. All are listed on the tools page at timkilroy.com.
See this answer in the FAQ: Are there free tools I can try first?
How do you qualify the prospect on a discovery call?: A prospect is qualified when you have both agreed out loud that there is a real problem, it is worth money and they are the one who decides. Tim Kilroy's funnel test is simple: you can name the problem in their words. If you cannot, the prospect is still interested, not qualified, and a proposal is premature.
See this answer in the FAQ: How do you qualify the prospect on a discovery call?