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Solar Sales

A Comprehensive Guide to the Job of Solar Sales

A Solar Sales Representative is responsible for selling solar energy solutions to potential customers. This includes identifying potential clients, presenting and explaining the benefits of solar energy, partnering with internal teams to design solar energy systems based on the clients’ requirements, negotiating contracts, and managing the relationship through to the installation process.

Overview of the Solar Sales Job

As the world continues to prioritize clean and renewable energy sources, solar power has become an increasingly popular option for homes and businesses. A Solar Sales Representative is a crucial role in the solar industry, responsible for promoting and selling solar energy solutions to potential customers.

Solar Sales Salary

Nationally, sales representatives earn $63,230 with the top 10% of earners making more than $129,450, while the bottom 10% earn less than $35,790 per the 2022 BLS data.  Even more than other roles, sales roles have a wider distribution of salaries due to the range of experience from a junior inside sales rep to an experienced sales manager in addition to regional trends.  Additionally, most sales reps are compensated based on commission, so while you will have a base salary, your performance and ability to close deals will determine your total compensation.  This has tremendous upside if you are in a growing industry like solar and your company is performing well, but it can also be stressful to have your income vary depending on additional factors.

Common Solar Sales Job Descriptions

Responsibilities will vary across the seniority of the sales role. Here is a breakdown of the high-level differences between roles across levels:

  • Entry-level:  Roles will primarily be responsible for understanding your company’s offerings, identifying and contacting customers through phone email, and in-person meetings.  You will conduct the first energy assessment to gather information on consumption, shading, and any other onsite factors that could impact the installation.  You will work with internal teams to develop a proposal and answer follow-up questions and may be responsible for a quota.

  • Mid-level:  Seasoned sales representatives will be responsible for a book of business and have defined quotas that need to be hit.  You may or may not have the support of a junior employee to source customers, but you will have to close deals and ensure customers are happy with products and services through to installation and operations.

  • Senior: Senior, director, or executive sales representative will be responsible for the sales revenue brought in the by the company.  You will need to manage a team of employees, ensuring they are hitting their number and performance managing accordingly.  You will need to seek out growth opportunities and collaborate with other leaders at your companies to

Generally, across levels the responsibility of a solar sales organization will span these core activities

  • Identifying and qualifying customers: This involves researching and identifying potential customers who may be interested in solar energy solutions, reaching out to them through calls, emails, or in-person meetings, and qualifying their interest and needs.

  • Presenting and explaining the benefits of solar energy and why your company is the right one for installation: While many customers are eager to transition to Solar with recent legislation and technological advances, many will have detailed questions and you will need to explain how the process works, the expected return on investment, and why your company and team is the right one for the job

  • Conducting solar energy assessments: The sales team should be able to conduct on-site assessments of the energy needs and solar potential of prospective customers. This includes analyzing energy consumption data, roof conditions, shading, and other factors that may impact the feasibility of a solar installation.

  • Developing proposals and presenting solar solutions: Based on the results of the assessments, the sales team should develop comprehensive proposals that outline the benefits and cost savings of solar energy. They should then present these proposals to potential customers, answering any questions or concerns they may have.

  • Negotiating contracts and closing sales: The sales team is responsible for closing deals and signing contracts with interested customers. They must be able to negotiate effectively and handle any objections that potential customers may have.

  • Building and maintaining customer relationships: After a sale has been closed, the sales team must maintain relationships with customers to ensure their satisfaction with the solar installation. This includes answering any questions, handling any issues that may arise, and providing ongoing support and service.

  • Keeping up-to-date with industry trends and being the voice of the customer: The sales team must stay informed about new solar technologies, industry regulations, and best practices for selling solar systems. They should continuously educate themselves to become experts in the field and maintain credibility with potential customers.  Sales teams must communicate feedback from customers back to the team to stay.

Note that the process can vary significantly between commercial and residential projects.  Residential projects will require a more personal approach as people are making investments into their homes and generally need more education

Commercial projects will generally:

  • Focus on larger, more complex projects: projects will involve more complex energy needs, unique financing structures, and more stakeholders than residential projects.

  • Have more stakeholders: Projects can include property owners, architects, engineers, and contractors, which require a higher level of coordination and communication.

  • Require more complex financing structures: Commercial projects will require bigger budgets and sales reps may have to be familiar with additional financing options such as power purchase agreements (PPAs) or tax equity financing.

  • Have much longer time horizons:  Residential projects can be completed in a couple of months (from sales to permitting to installation), but commercial projects will span quarters or years.

Solar Sales Job and Skill Requirements

For entry-level roles, enthusiasm and demonstrated knowledge and research of the solar panel installation process is required.  Senior roles will require prior leadership experience and demonstrated evidence that you can achieve your quotas.

Across all sales roles, you’ll see similar requirements to those below that show your customer relationship skills and solar knowledge:

  • A high school diploma or equivalent with a bachelor’s degree a common requirement (if no prior solar experience)

  • Beyond an entry-level role, candidates should have a proven track record in sales and be comfortable with prospecting, qualifying, and closing sales.

  • Knowledge of solar energy technology, trends, regulations, and best practices.

  • Excellent written and communication skills to effectively explain the benefits of solar energy and answer any customer questions.

  • Build strong relationships with customers to maintain their satisfaction and trust.

  • Analyze energy consumption data, roof conditions, shading, and other factors that may impact the feasibility of a solar installation.

  • Demonstrate that you can negotiate effectively and handle any objections that potential customers may have

  • Strong time management skills to effectively to ensure they are meeting sales targets

  • Strong teamwork to cooperate with internal stakeholders and understand requirements and expectations to communicate to customer

What's the day-to-day like in Solar Sales?

The day-to-day tasks of a Solar Sales Representative may vary depending on the employer and the seniority or type of role.   We’ve broken down the day-to-day bye seniority-level with a detailed breakdown for junior employees for those of you considering getting into the field.

Entry-level roles in and indoor sales role may typically have a day like the below:

  • 9:00 am - 10:00 am: Arrive at the office and check emails, voicemails, and follow up on any leads that came in overnight. Review schedule for the day.

  • 10:00 am - 11:00 am: Conduct research on potential clients and plan calls, emails, or visits for the day. Set specific goals for the day, such as making a certain number of calls or scheduling a certain number of appointments in order to reach and exceed your monthly/quarterly target.

  • 11:00 am - 12:30 pm: Contact potential clients by phone or email to introduce the company and products, qualify their interest in solar, and schedule appointments.

  • 12:30 pm - 1:00 pm: Take a lunch break and hear from teammates about what’s working well and not well for their customers

  • 1:00 pm - 2:00 pm: Conduct follow-up calls or emails to existing customers and answer any questions they may have.

  • 2:00 pm - 3:00 pm: Conduct on-site solar energy assessments for potential customers, analyzing energy consumption data, roof conditions, shading, and other factors that may impact the feasibility of a solar installation.

  • 3:00 pm - 4:00 pm: Develop comprehensive proposals that outline the benefits and cost savings of solar energy for potential customers.

  • 4:00 pm - 5:00 pm: Attend sales meetings or training sessions to learn about new solar technologies, regulations, and best practices for selling solar systems.

  • 5:00 pm - 6:00 pm: Follow up on any missed calls or emails and prepare for the next day.

It's important to note that the daily routine of a solar sales representative can vary depending on the season and the location of the company. For example, in the summer months, a solar sales representative may spend more time conducting on-site solar assessments, while in the winter months, they may spend more time on follow-up calls and emails. Additionally, if the company has an outside sales rep team, you will spend the majority of your time visiting prospective customers.

Mid-level employees will generally follow a similar pattern to junior employees but have a great emphasis on:

  • Reviewing your sales pipeline and ensuring progression across multiple deals your are pursuing

  • At the start of a month/quarter, you will focus on identifying and qualifying prospects, but at the end of the quarter you will shift to focus on finalizing proposals and negotiating deal terms with customers

  • Conduct team meetings with installation, operations, and maintenance teams to check-in on your customers after you’ve handed over the project

Senior sales leaders at larger organizations will:

  • Review overall pipeline of the sales organization and gauge where their support is needed to ensure the company hits its revenue target

  • Discuss with sales managers / sales representatives how their performance is going to understand what customers are saying

  • Conduct high-profile customer visits to ensure a deal is closed successfully

  • Lead trainings and deliver feedback to junior employees to continue learning and grow at your organization

  • Report on progress and latest trends you are seeing in the field to other leaders / executives at the company

Outlook for Solar Sales Jobs

Now is the time to get into solar sales.  With the recent passage of the Inflation Reduction Act, homeowners and businesses across the country are looking to take advantage of the legislation to accelerate solar adoption.  By joining the field now, you’ll have tremendous opportunity to learn the ropes and progress your career by developing expertise on the customers’ needs, requirements, installation and maintenance processes, and legislation that will support our solar transformation.

Career Opportunities for Solar Sales Jobs

As a junior Solar Sales Representative gains experience and builds a successful track record, they may have opportunities to move into management or leadership roles, such as Sales Manager or Director of Sales. A Solar Sales Representative may also choose to specialize in a particular area, such as residential or commercial solar sales.  Gaining onsite installation experience may be valuable if you are considering starting your own solar business or if you become interested in the installation and operations side of the business, you can bridge into a more technical role within your company.

How to Become a Solar Sales Representative

There are several ways to find a job as a Solar Sales Representative. One option is to search online job boards and company websites for job openings.  WorkInSolar will have the latest jobs specifically focused on Solar for you to browse

Another option is to attend job fairs and networking events in the solar industry. Reach out to local solar companies to see if they are looking to hire.  Include information about your background and skill, and why you’re excited to join the solar company.  Have a tailored resume prepared with your sales and leadership experience demonstrating that you can help the company grow.

How to keep learning more

If you are excited about the energy transformation underway in our country and understand customers’ needs and advantages of moving to solar, solar sales is a fantastic career choice with plenty of growth opportunities.  Subscribe to our blog to continue learning more.

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