At Total Sales HQ, we follow a structured, process-driven approach to sales. Our philosophy—Solid as a Rock, Flows Like Water—ensures that every action is grounded in proven systems while remaining adaptable to optimize performance.
Solid as a Rock – Process & Discipline
- Follow the Process Consistently – Adhere to structured frameworks, workflows, and expectations.
- Own Your Role & Responsibilities – Your job is not to close deals but to execute a structured sales pipeline with precision.
- Report Accurately & Transparently – Success is measured by data accuracy, not assumptions.
- Stay Aligned with the Vision – Every action should support long-term sales growth.
Flows Like Water – Adaptability & Proactive Problem-Solving
- Control the Controllable – Focus on consistent execution, not wishful thinking.
- Remove Obstacles & Improve Systems – Identify and communicate inefficiencies.
- Monitor & Adjust – Track progress, flag underperformance, and suggest refinements.
- Stay Flexible & Solution-Oriented – Adapt without deviating from core processes.
Key Takeaway:
Sales Co-Pilots are NOT responsible for closing sales. Their success is measured by
- Process adherence (following outreach plans & data entry protocols).
- Data accuracy (ensuring CRM and reporting systems reflect reality).
- Consistent activity execution (daily lead generation & follow-up).
- Issue identification & communication (raising problems, not solving them alone).
By following this philosophy, you ensure that our clients, sales teams, and overall business operations run smoothly—maximizing revenue through systemized execution, not random effort.
GHL CRM & Automation Awareness
While the Sales Co-Pilot doesn’t need to configure automations, they must understand how the system works because data entry and updates in GHL trigger automation sequences.
How GHL CRM & Automations Affect Your Role
- Lead Categorization in GHL – Determines the type of automation sequence the lead enters (new lead, follow-up, booked call, etc.).
- Updating Lead Status – Stops unnecessary automations, ensuring the lead doesn’t get duplicated or mismanaged.
- Task Reminders & Automations – GHL automatically schedules follow-up tasks for the Sales Co-Pilot based on the lead’s actions.
- SMS & Email Automation – The system handles initial outreach sequences, but the Sales Co-Pilot is responsible for live responses and manual follow-ups.
- Pipeline Tracking & Movement – If a lead moves to another stage (e.g., “No Show” or “Reschedule”), automation may stop, requiring manual intervention.
Action for Sales Co-Pilot:
- Be aware of automations running in the background so manual actions don’t interfere.
- Update lead records immediately after an interaction to ensure correct automations are triggered.
- If a lead has issues, check GHL first before assuming no automation exists.
Ensuring Sales Co-Pilots Have What You Need
Success depends on having the right systems and processes in place. Before launching a new campaign, a Sales Co-Pilot must review and understand the following:
- Ideal Client Profile (ICP) & Targeting Criteria Plus Influencer Lists
- Lead Definitions & Handling Processes
- Daily Outreach Plan (Activities & Volume)
- Messaging Playbook (Templates & Frameworks)
- Lead Capture Process (GHL CRM Data Entry & Updates)
- Daily Activity Report (What Metrics to Track)
- Communication Guide (How to Provide Client Updates)
All of this information will be uploaded into our Project Management Platform (ClickUp) with all documents easily accessible.
Before launching a new campaign:
- Review these documents in detail.
- Ask questions and clarify any uncertainties.
- Ensure full understanding before beginning outreach.
