Solar Playbook

Closing More Solar Deals:
How Top D2D Solar Teams Track Their Pipeline

Solar sales are long, multi-touch, and involve more people than any other D2D vertical. Here's how the best teams stay on top of it.

The Challenge
Why Solar Pipeline Is Harder
Stage 1

Initial Knock

Stage 2

Appointment Set

Stage 3

In-Home Consultation

Stage 4

Decision Period

Stage 5

Signed Agreement

Stage 6

Site Survey

Stage 7

Permitting

Stage 8

Install

8 stages • 3-4 people involved • 30+ days from knock to install
The Framework
5 Steps to Pipeline Mastery
1

Capture the Door, Not Just the Appointment

Every door knocked is data — even the nos and no-answers. If you only track booked appointments, you're blind to 90% of your reps' activity.

2

Make Setter-to-Closer Handoff a Real Process

The handoff between the setter who books the appointment and the closer who runs the consultation is where more solar deals die than anywhere else. Build a system, not a text thread.

3

Build Follow-Up Into the System

Solar has a long decision window. Homeowners need 2-3 touches after the initial consultation. If follow-up depends on reps remembering, it won't happen.

4

Watch the Metrics That Matter

Not all numbers are equal. Focus on the ones that actually predict revenue.

  • Doors to appointment rate
  • Appointment sit rate
  • Sit to close rate
  • Average system size
  • Cancel/churn rate
5

Don't Let Back-Office Stages Disappear

Site survey, permitting, and install scheduling are invisible to most D2D tools. But a deal isn't revenue until the system is on the roof. Track through completion.

Teams that solve the handoff problem outperform teams with better closers. Not by a little — by a lot.

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