Solar Sales

solar

http://www.pvsolarsalestraining.com/faqs.php - done reading
http://www.answers.com/Q/What_is_average_sales_commission_for_solar_power_sales - done reading
http://www.solarpaneltalk.com/showthread.php?1490-Selling-panels-sales-commission - done reading
http://www.residentialsolar101.org/9-tips-selling-solar-power-systems/ - done reading
http://forum.solar-electric.com/showthread.php?13856-What-is-a-standard-commission-rate-for-commercial-solar - done reading
http://www.slate.com/articles/business/the_juice/2014/10/vivint_solar_ipo_selling_solar_energy_door_to_door.html - done reading
http://bettercostcontrol.com/how-do-commissions-work-when-you-are-an-independent-energy-sales-agent/ - read later
http://www.renewableenergyworld.com/rea/blog/post/2011/02/is-solar-sales-a-professional-position - read partially, too many comments
https://careers-solarcity.icims.com/jobs/4330/outside-solar-sales-consultant/job - done reading, did not mention any number, full benefit, no commission cap. Get a competitive base salary with uncapped commissions, company vehicle, comprehensive training program.
http://tinyurl.com/l3uxl87 - done reading - 85k starting salary, comprehensive training program, require your own vehicle, did not mention any specific number for commission.
http://tinyurl.com/klk4tuu - done reading - Vivint Solar - not much detail given.
http://www.indeed.com/viewjob?jk=a6be3a1a69d840e6&q=Solar+Sales+Representative&tk=195d350es1d3h3er - done reading, no specific number mentioned.
http://tinyurl.com/o23dfcl - done reading, Verengo Solar, competitive pay with a flexible and affordable benefits program, No Cap on Commission, Travel stipend, Additional bonuses, trips, and perks, Company sponsored Life and AD&D insurance, Discounts on solar energy for your home
http://www.indeed.com/viewjob?jk=c70f3d347bfb6851&q=Solar+Sales+Representative&tk=195d350es1d3h3er - done reading, Real Goods Solar. Motivated to earn $150k+, Mileage reimbursement, laptop, and training provided, Full benefits including health, vision, and dental insurance, 401k plan, Career path opportunities for top performers.
http://www.indeed.com/cmp/The-Solar-Company/jobs/Outside-Sales-Representative-97c7b9c31c4aa570 - done reading, http://www.thesolarco.com/
http://tinyurl.com/pvrkgs7 - done reading, A1 Solar, horrible reviews on Glassdoor. Call (858)381-4566 after sending resume.
http://tinyurl.com/pq4o4u9 - done reading, http://www.greenpowersolarpanels.com/, call 818-264-6716 (Sophia)
http://www.pvsolarsalestraining.com/faqs.php - done reading
http://www.baker-electric.com/careers/current-openings/career-opening-commercial-solar-sales-consultant/ - done reading, http://www.baker-electric.com, BASE SALARY plus a commission and generous car allowance. Sound creditable. Sunpower’s Elite. San Diego County.
https://www.youtube.com/watch?v=IbU3a59z4x8 - Commission Only or Base + Commission for your Solar Reps - done watching
https://www.youtube.com/watch?v=vmJD-cz6rdc - Solar Lead Generation - 8 Great Ideas - done watching, talked about lead acquisition cost as well
https://www.youtube.com/watch?v=piq0TE3C1yM - Set Clear Expectations for your Solar Sales Staff - done watching
https://www.youtube.com/watch?v=-yF9oLDlmYQ - Good Close Rates for Solar Sales Personnel - done watching
https://www.youtube.com/watch?v=TmR31l23x7U - 10 Great Ways to Close the Sale with your solar client - done watching
https://www.youtube.com/watch?v=ekRjkaWdnQw - What New Solar Sales People REALLY need to know - done watching
https://www.youtube.com/watch?v=-hbWR7dJW2s - Residential Solar Sales with NO Outside Sales Staff - done watching, good
https://www.youtube.com/watch?v=c1WWygKBZ6U - Key to Success in Solar Equipment Sales - done watching
https://www.youtube.com/watch?v=gVhHn5nj70U - 9 Proven Responses to Price Objection! - done watching
https://www.youtube.com/watch?v=U96QpUsiq9s
https://www.youtube.com/watch?v=63tw5J8iosI
https://www.youtube.com/watch?v=Idu90oH6uMk
https://www.youtube.com/watch?v=APiRcVY_pHw
https://www.youtube.com/watch?v=Wswu63NUttg
https://www.youtube.com/watch?v=9kxjzbCf9nE
https://www.youtube.com/watch?v=faPp57nikCg
https://www.youtube.com/watch?v=vqZ1ws0Xi2w
https://www.youtube.com/watch?v=UoojgzKgDWo
https://www.youtube.com/watch?v=Vo-Dbcg6jMQ
https://www.youtube.com/watch?v=U96QpUsiq9s
https://www.youtube.com/watch?v=ScyX1VMoDm4
https://www.youtube.com/watch?v=TmR31l23x7U
https://www.youtube.com/watch?v=SmQJnPmZElQ
https://www.youtube.com/watch?v=JsVx0MTQlrw
https://www.youtube.com/watch?v=J4ogODFn52o
https://www.youtube.com/watch?v=bUKqzWOLgFE
https://www.youtube.com/watch?v=SRMt700g5ps
https://www.youtube.com/watch?v=nUVSNP1BgEI
https://www.youtube.com/watch?v=kXgTRkAQLCc
https://www.youtube.com/watch?v=2rHbjo5jv3A
https://www.youtube.com/watch?v=BzupeFOA3qQ
https://www.youtube.com/watch?v=ekRjkaWdnQw
https://www.youtube.com/watch?v=86OOERSm8kA
https://www.youtube.com/watch?v=ZYOkUQ7Yuk0
https://www.youtube.com/watch?v=XeTO8xudig8
https://www.youtube.com/watch?v=IorU1CVn744
https://www.youtube.com/watch?v=H1h0jsRdnss
https://www.youtube.com/watch?v=ef3HzlOg-gU
https://www.youtube.com/watch?v=E2HgRj3W76A
https://www.youtube.com/watch?v=vVX8alzsnhQ
https://www.youtube.com/watch?v=22Y2cWNn5IU
https://www.youtube.com/watch?v=4a38nHkO0qU - Solar Sales Training - Not Enough Leads - done watching, this is just an advertisement
https://www.youtube.com/watch?v=vmJD-cz6rdc
https://www.youtube.com/watch?v=2rHbjo5jv3A
https://www.youtube.com/watch?v=ekRjkaWdnQw
https://www.youtube.com/watch?v=BzupeFOA3qQ
https://www.youtube.com/watch?v=APiRcVY_pHw
https://www.youtube.com/watch?v=ZYOkUQ7Yuk0
https://www.youtube.com/watch?v=IorU1CVn744
https://www.youtube.com/watch?v=rzJV3NEF_U8
https://www.youtube.com/watch?v=ZmwLtCG4z40
https://www.youtube.com/watch?v=dwHgs6MDT2I
https://www.youtube.com/watch?v=-hbWR7dJW2s
https://www.youtube.com/watch?v=Dhfxs_jNQLc
https://www.youtube.com/watch?v=xv6Jj7RAkEQ
https://www.youtube.com/watch?v=pCFNhgMIsgQ
https://www.youtube.com/watch?v=xNOE1TAGy2s
https://www.youtube.com/watch?v=piq0TE3C1yM
https://www.youtube.com/watch?v=YQq_RkReSIw
https://www.youtube.com/watch?v=RoV-Sz_by1I
https://www.youtube.com/watch?v=O3lvvCcdEMM
https://www.youtube.com/watch?v=OH4eAZ5XGTc
https://www.youtube.com/watch?v=5p732BCTp98
https://www.youtube.com/watch?v=RoV-Sz_by1I
https://www.youtube.com/watch?v=aLP-7YAbYeQ
https://www.youtube.com/watch?v=QKCOIrX2lxA
https://www.youtube.com/watch?v=k6-91HWwRE4
https://www.youtube.com/watch?v=g0PuvZD3600
https://www.youtube.com/watch?v=1sbIkOTrAjA
https://www.youtube.com/watch?v=22Y2cWNn5IU
https://www.youtube.com/watch?v=3MCoIfVm3s4
https://www.youtube.com/watch?v=DAccseOAETk
https://www.youtube.com/watch?v=Idu90oH6uMk
https://www.youtube.com/watch?v=ZYogYva0Rzw
https://www.youtube.com/watch?v=faPp57nikCg
https://www.youtube.com/watch?v=xwf7DWksRWg
http://www.solarpowerrocks.com/solar-employment/how-do-i-get-started-in-the-solar-industry/ - done reading
http://www.solarpowerrocks.com/solar-employment/how-to-get-hired-in-the-solar-industry/ - done reading
https://www.youtube.com/watch?v=1AXeGQ3yYPA
https://www.youtube.com/watch?v=YpSGulfG-Gc
https://www.youtube.com/watch?v=jOKlM6Ngf08
https://www.youtube.com/watch?v=5tBjwPRSMSE
https://www.youtube.com/watch?v=QKCOIrX2lxA - Solar Sales Training - Why Giving Estimates Kills Solar Sales - done watching, good
https://www.youtube.com/watch?v=sT-s3iYLWyw - MxEnergy Door to Door Sales Training

Are there any legal requirements that you must fulfill in order to become a solar panel salesperson?

It is recommended that you confirm your eligibility to be a home improvement salesperson in your state. In California, the Department of Consumer Affairs Contractors State License Board provides information and forms online. However, registration as a home improvement salesperson cannot begin until you are associated with a contractor because their signature is required. In California, registrations can be denied according to the Business and Professions Code Section 480. For the HIS registration requirements in other states, we recommend a Google Search for '<your state> home improvement sales registration' to learn more.

How do sales people receive their payment / commission?

  • full commission (most common)
  • recoverable draw plus commission
  • non-recoverable draw plus commission
  • base salary plus commission.

What is recoverable draw? What is non-recoverable draw?

A draw is an advance on commission. It is a pre-loan against future commission.

What is the average commission for a solar sales?

Your commission is dependent on how much the homeowner is currently spending on his or her electric bill, and how much he or she is willing to spend or can afford to spend on solar panels. A homeowner with electric bill of $150 per month may spend $20,000 to buy solar panels. A homeowner with electric bill of $450 per month may want to spend $60,000 to buy solar panels. Thus, your commission is dependent on how much the homeowner is willing to spend or can afford to spend to buy solar panels.

Solar sales average commission rates range between 3%-10% of the total sale. A hypothetical company may provide a 4% commission until reaching monthly goal, then add retro-active commission kickers up to an additional 1% for exceeding goal, plus a 50/50 split on overages and a 3% premium on self-generated leads.

The commission will typically be greater if there is no base salary. Expenses, such as mileage, will vary as well. Many companies offer salespeople benefits. The most common, full commission range 5% to 7.5% depending on if self-employed, volume of business, bonus plans, mileage reimbursement, etc.

Recoverable or non-recoverable draws typically range $2k-$3k month; commissions will be in the same range as if on full commission. Base salary can range $2k-$3.5k per month. The commission schedule will most likely be lower with a base salary; range 3% to 5%.

A successful residential solar salesperson or design consultant can make $60,000 to $300,000. The large difference is due to the company's offerings, available financing, number of leads, geographic location, available rebates or state tax incentives, and most importantly, the individuals knowledge, experience and sales ability.

The sales person who initiated the sale received 6.5% of the margin on the sale. That meant that the total sale price to the customer minus the cost of the hardware and then multiplied by 6.5%. Since the hardware was about 60-70% of the typical costs, on a $100,000 project, it could mean about $2000 in commission. See http://www.solarpaneltalk.com/showthread.php?1490-Selling-panels-sales-commission

As a solar salesperson, when considering a solar company, what must you ask the hiring manager?

  • How commission is calculate? Is it based on the total sale price? Is it based on margin (the difference between total sale price and cost)? If it is based on margin, what is included in the cost?
  • What benefits do they offer?

What are the average commission for a solar sales if the homeowner choose to lease solar panels instead of buying solar panels?

I guess this is dependent on the solar installer company. I will have to ask them this question during the interview process. To be completed / Not yet answered.

What are the typical hours that solar panel salespeople work?

Residential solar sales hours are generally Tuesday - Friday afternoons & evenings. Saturdays are prime time to meet with homeowners to close deals or generate solar leads. Many salespeople do not work Sunday & Monday. Depending on your personal and employer solar lead generation capabilities, an average of three meetings per day is desirable.

How many meetings should be done per day?

An average of three meetings per day is desirable. To avoid costly mistake and to ensure customer satisfaction, a solar salesperson should be present to kick-start the installation process. In addition to diagrams, solar salesperson should write detail instruction for the installation, be on site when the installation crew show up to do the installation, and verbally explain exactly where and how the the customer wants the solar panels to be installed. Due to this, and possibly other company activities, an average of three meetings per day is desirable.

What is the close rate on marketing qualified leads?

After the marketing department qualified the lead and the lead is passed over to you, the chance that you will be able to seal the deal is between 10% - 25% on average.

14% - 22%

As a solar salesperson, what will you be responsible for?

You may be responsible for:

  • customer satisfaction
  • maintaining a sustainable residential solar branding
  • maintaining or creating solar sales plan & solar marketing plan
  • creative lead generation / marketing techniques

What are the key steps for selling solar?

  1. Get to know the customers. Understand the customers' needs. Understand why the homeowner wants to go solar. Is it for environmental reasons? Financial reasons? Prestige? Independence from the utility company? To go off grid? It is critical to understand what is motivating someone to go solar. That way you can speak to them in terms that will resonate with them. Asking questions about why they want to go solar is more important than telling them why they should go solar.
  2. If they came to you, remember that they came to you. These days people go solar because they want to and because they believe in it, not because they have to. They’re not buying a used car, something they dread doing. They’re going solar! They’re taking a step that they’re excited about. Part of selling solar is being about to stay out of your own way and let them build on their own excitement. At some point selling solar will require lots of outreach and outbound sales, but at this point I still hear that it’s mostly inbound inquiries.
  3. If they didn't come to you, get them excited.
  4. Listen to your customer. No matter what you’re selling, listening is always more important than talking. Customers will tell you how to sell to them by the questions they ask and the statements they make. Listen, then address their questions, then listen some more.
  5. Ask good questions. In my experience customers were always happier and more successful when they came to their own conclusion about how they wanted to proceed, rather than me telling them how to proceed. Asking good questions can help homeowners come to a desired conclusion faster. It also helps ensure that they make a decision that is right for them. After all, they are the ones who will have the panels on their home for the next 20+ years.
  6. Unhappy customers are NOT worth it. If a customer is not the right fit and won’t be successful with solar energy then do not sell it to them. An unhappy customer is way more trouble than they’re worth.
  7. Keep it simple. Selling a solar lease can be as simple as outlining what the monthly payment will be and how that it, when combined with the remaining electricity bill, will be less than why they currently pay for electricity. It really does not need to get much more complicated. A clear graph of what their payments would be if they stayed with their current utility compared with payments for a solar lease combined with a greatly reduced energy bill will go a long way in explaining their energy future with a lease.
  8. Process, process, process! Do some detailed analysis on your recent sales. What was the process like? What worked? What didn’t? How could you reduce the amount of time it too to close each deal? How could you have qualified them better before going on-site? What made for the happiest customers and most successful installations? The more you can figure out what your best, streamlined process is, the better you’ll do in the future. Many sales books talk about how a good rep with a great process will outperform a great rep with no process or a bad process. Now just imagine how well you can do with a great rep and a great process!
  9. There is a cost to sending out bad sales people even if they’re commission only. Sure, you don’t have the pay the rep if he can’t close a deal, but there’s a big opportunity cost if you could have sent out a better rep with a good process who could have closed a higher number of the deals. Therefore, you have to be good at hiring and even better at firing.
  10. Training. Sales people should get continual, monthly, if not weekly training. You’ll be amazed how fast the message being presented by reps who attended the same training diverges. Figure out what your best practices are, what your process should be, and what your unique messaging is, then practice, practice, practice.
  11. No pressure selling.
  12. No inflating the benefits or costs of such systems. High pressure sales tactics include many unethical ways to get people to sign on the day to increase the commission received by the seller. The spotlight has been cast upon these industries after many complaints ranging from extreme overstaying of a welcome, extreme over-inflating of prices, to then give discounts which were never actually discounts.
  13. Don't sell the customers something that they don't need. If the customer has a lot of shade, and therefore cannot take advantage of solar effectively, don't sell him or her solar panels. Tell them why you don't want to sell them your panels. I am sure that they will appreciate your honesty and integrity. This is better than selling them your panels, and later on they realize that you didn't tell them the whole truth. Beside you are not a crook are you?

What does Vivint Solar have to do with college students?

Each summer, Vivint dispatches a few thousand college students, mostly from universities in Utah, to sell alarm systems door to door, on commission, in every state; the Vivint Solar subsidiary taps into the same labor force. Many of the salespeople already have experience as Mormon missionaries—about one-half of Vivint Solar’s sales force is Mormon—so they’re comfortable peddling new ideas to complete strangers and dealing with rejection.

What do I like about hiring college students as solar sales representatives?

  1. We educate these colleges students about the benefits that solar offer. These students sell solar panels, but then they will also most likely to adopt solar, and become evangelists for solar and the environment.

When should a salesperson return to the site?

Salespeople typically return to a home on the day a system goes live, because all the neighbors will come around and talk. The salesperson may also return when the first bill arrives—and the customer can see the savings for the first time—the salesperson returns again and asks for referrals. A return (when the first bill arrives) may not be necessary (you can substitute it with a phone call), but maintaining the relationship, and making sure that the customer is satisfied is important. Always ask for referrals at appropriate time, although this should be the second objective after making sure that the customer is satisfied.

What is the burden on the solar companies with the PPA or leasing model?

This model works, but it takes a lot of effort and cash, with heavily front-loaded costs. Vivint Solar has to hire and train its workers, build offices, and install the systems before it starts collecting monthly payments. It’s shown impressive growth so far, especially considering that the company hasn’t relied on acquisitions—as data in the company’s prospectus shows, the company sold 2,669 systems in 2012, 10,521 systems in 2013, and another 8,625 in the first half of 2014. All told, the company has placed panels on about 21,900 houses in less than four years, with a collective capacity of 129.7 megawatts.

Why are some solar companies getting rid of outside salespeople and replace them with inside salespeople?

Using technologies such as Google Map, an inside salesperson can see a satellite view of the house, and therefore can evaluate whether the location is good candidate for solar. An inside salesperson can therefore talk to a lot more homeowners than an outside salesperson can possibly do within the same time frame (an inside salesperson does not have to drive). See https://www.youtube.com/watch?v=-hbWR7dJW2s

Why is solar sale difficult?

That’s an important point. Solar is a big purchase with a big commitment. People are much more likely to make that commitment if they see their neighbors doing it successfully, so we need to focus on getting solar on as many roofs as possible.

Increased visibility and improved consumer understanding will lead to more predictable demand, which will help lower soft costs

See http://theenergycollective.com/rosana-francescato/297596/how-can-we-reduce-solar-soft-costs-part-3-lowering-customer-acquisition-co

Companies like Sunible.com let consumers compare options and can provide neutral guidance through the process of going solar.

Women are key solar consumers and that they don’t tend to like being paid to give out their friends’ names.

  • Why do consumers express interest but not go solar?
  • Can we still convince those consumers who don’t go solar right away, rather than treating as lost sales? How are their values and behaviors different from those of current adopters?
  • What are the best ways to target prospective customers?
  • What are the different types of solar customers?
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