Part 2 of our Ultimate Guide to Solar Careers Series

Overview

If you're considering a career in the solar industry, you might be wondering where to start. Solar sales can be an excellent entry point with plenty of growth opportunities, competitive salaries, and a chance to make a real impact on the environment. In this post, we'll debunk common myths about sales jobs, discuss how to get your foot in the door, outline career progression, and share tips for finding the best solar company to work with. We'll also explore how you can rise into management and transition into other career opportunities from solar sales.

You don’t need to be an extrovert, or an engineer, to succeed at technical solar sales.  If you’re driven this can be a fantastic platform to launch your career from.

But first, let's start with the basics.  

The Basics

1) Many types of personalities can be very successful at sales, not just outgoing big talkers.  

Whoever you are, there’s a way to succeed as long as you’re driven, curious, interested in people. and connected to a company mission and culture.

2) Most foot-in-the-door jobs will either require you to make cold(ish) calls or sell door-to-door.  

Don’t be afraid!  These tasks are both scarier than they sound.  Most people find the process of learning these types of jobs liberating over time, as they get to stop worrying about people saying no.  

3) Most solar sales jobs are related to selling solar to homeowners. 

In your first job, you probably aren’t “selling solar panels” for a manufacturer.  You probably aren’t selling giant solar farms with hundreds of acres.  You’re selling solar one home at a time. 

With that said

What is the Most Common "Foot in the Door" Solar Sales Job?

And How Do You Get It?

This one’s easy. The most common entry-level solar sales job is…

Canvassing!

Digital revolution be damned, many homeowners still first learn about solar the old-fashioned way - someone comes to their door, knocks, and tells the about it.

Canvassers go door-to-door or attend events to generate leads and set appointments for more experienced sales representatives. Here's how to get started:

Research Companies Hiring Canvassers

Look for solar companies that are hiring canvassers. Check their websites, job boards, and networking events. More on this below.

Apply and Follow Up

Submit your application and follow up with a phone call or email to express your enthusiasm.  Keep trying every few days/weeks if you don’t hear back until someone gives you a firm no or tells you to stop calling. 

Remember, your job is going to be to persist in the face of rejection. 

If you don’t follow up during the hiring process, why would the company trust you to follow up with clients???

Ace the Interview

Show your passion for solar energy, your willingness to learn, and your ability to communicate effectively. Make sure they know that you’re willing to work hard, show your abilities, and that all you want is a chance to advance!

Hustle, Grind, and Smile.

Door after door, you’ll meet people, make friends, make enemies, sell solar, get exhausted, perk up, and generally learn what it takes to be successful at convincing people to do things. In the age of social media, this can seem like straight up caveman stuff. But the reality of even the startups selling MemeCoins is that there’s someone at the top who spends a bunch of time doing something that’s not far off from canvassing, whether they’re selling, fundraising, recruiting, or marketing. The hustle, grind, and smile mode is an essential mode for many types of success and in my opinion, there’s no better way to learn it than canvassing.

Rising Through the Ranks of Solar Sales Jobs

Canvassing

Canvassing is often the first step in a solar sales career. Canvassers generate leads by going door-to-door or attending events. It's a great way to learn the basics of sales and gain experience in the solar industry.  The best canvassers are often promoted in fewer than six months to an inside or outside sales position.  When a company doesn’t have a sales position listed, it’s often because they are preferring internal candidates from their canvassing team. In the meantime, you’ll learn an extraordinary amount about how to build a connection quickly, how to maintain a great attitude no matter the outcomes of your day, and solar generally.  

Tips on Canvassing Success

Resilience is everything.  If you get discouraged easily, you’ll miss the next opportunity because they’ll open the door and you’ll be standing their scowling.  At the end of the day, Canvassing is largely type 2 fun.  I have tons of great stories from my time as a canvasser way back in the yesteryears, and still canvass for political campaigns as a volunteer on occasion.  Plus I was in great shape and very tan if you’re into that sort of thing.  At the end of the day, it’s probably a stepping stone or a detour for most people.

But perform well and make your intentions to advance clear to your manager and you probably don’t have to be here long. That said, many people find they love the experience of being outdoors and chatting with people all day, and don’t want to transition into the office after they’re hooked on the hustle, grind, and smile lifestyle. There are management jobs for canvassing crews that can be quite lucrative if this turns out to be you.  

Salary Expectation:

$30,000 - $45,000 per year, plus commission.

Inside Sales/SDR

Inside sales representatives or Sales Development Representatives (SDRs) work from an office, contacting leads generated by canvassers or marketing efforts. They qualify leads and set appointments for outside sales reps.  They send emails, (manually and via automations), work the phones, and have Zoom meetings.

Tips

Some of the leads you’ll deal with as an SDR can be enthusiastic. Others can be pretty close to “cold call” quality if the marketing source isn’t set up well. So, like canvassing, you’ll need to develop a thick skin and an irrepressible spirit.  SDRs are often incredibly well organized and efficient in their work, and this can be a huge leg up if you move to more complex outside sales.  

We have a free course for inside sales that provides a certificate and it can help you get that next job!  We primarily offer it to solar companies directly, but reach out if you’re an aspiring Inside Sales Consultant, but don’t have a job yet. We’ll hook you up for free.  info@generationsolar.us

Salary Expectation: $40,000 - $60,000 per year, plus commission.

Outside Sales

Outside sales representatives meet with qualified leads to discover client needs, create systems that fit for the homeowners goals and situation, and ultimately develop proposals and sign contracts.  They need a deep understanding of solar products and excellent negotiation skills. 

Salary Expectation: $50,000 - $80,000 per year, plus commission. Top performers can earn over $100,000.

Tips

Ideally, find a company that has a sales system, a sales playbook, scripts, battle plans, and sales tracks and training resources that cover both technical and soft skills!  All of these resources will dramatically improve your performance and reduce your frustration level. 

If your company doesn’t have these basics in place, urge them to reach out to us - we work with companies of all sizes to provide foundational sales systems tailored to your market as well as on-demand courses and training support. 

Who do you want to work with?

Next let’s talk about what types of companies you might want to work with. Once you understand the landscape, you can consider what you want from your career in solar sales and know who provides that.

Are you looking for financial stability, career advancement, personal fulfillment, or the chance to make a difference? Knowing your goals can help you stay focused and motivated.

Who’s hiring solar sales? 

A Local Residential Installer or “Dealer” is your Most Likely Employer

Most solar sales jobs (and the majority of solar jobs in the U.S. more generally) are with local or regional installers.  Note that the solar industry is a bit bumpy geographically.  Depending on state and local incentives there may be tons of companies hiring in your area or not many at all. You’ll have to decide if you’re willing to relocate if you happen to live in a deadzone.  Or write your governor and state reps and demand solar!

Most often, these companies are focused on installing solar for homeowners. 

Why Residential Solar?

Selling (or leasing) solar to homeowners is the most common type of solar sales job.  Finding the right fit for homeowners is already a challenge that requires a mix of people skills and significant technical savvy. 

Larger projects (commercial and utility scale) are even more complicated.  So starter sales jobs are almost always in the residential field, selling solar to homeowners. 

There are two types of companies that you’ll come across:  “installers” and “dealers.”  Knowing which type of company you’re talking to is essential if you want to land a great job. 

What is a Solar Installer or “EPC”?

Installers, also known as “turnkey” companies install solar.  They’re also sometimes called “EPCs,” which stands for “engineering procurement, and construction.” In short, they design and build solar systems.  They generally don’t manufacture equipment - that’s done by huge industrial conglomerates for the most part.  The installer is a green construction company.  They figure out how to sell projects, put the pieces together, get permits, build them, and usually maintain them with a service and warranty department. 

Many installers have in-house sales teams that provide relative security and salaried positions.  These companies are often a great place to start.  Most installers have a specific local or regional focus.  Though there are some larger national companies as well, these larger companies typically operate with a network of subcontractors to execute construction projects.

Finding a local full-service installer with great online reviews is an excellent place to start your solar sales job search.  These companies are more likely to be great places to work and more likely to offer training than most other companies. 

The Amicus Network of Independent Solar Installers

My favorite place to recommend as a start for a search for the best local installers is the Amicus network website. 

Amicus is a cooperative of 80+ local solar installers who share values, knowledge, and experience about succeeding as medium sized companies.  They have a huge share of B Corps (companies that value social and environmental responsibility) even among solar companies.

You can check here for the Amicus partners in your state and city.  

Amicus Company Job Boards

Here are the job-boards of some of my favorite and fastest growing companies in the Amicus network that frequently list solar sales jobs.

Northeast

Brooklyn Solar Works - If you’re in the city, these guys are the best! One of our favorite clients.

Greenspark - Awesome upstate NY company

Revision Energy - Maine and New England more generally. Employee-owned super-regional installer!

Midwest
Straight Up Solar - Missouri and Illinois solar jobs

Kokosing Ohio Solar Jobs

Southeast

Radiance - One of Atlanta’s best sources of great solar jobs

Solar Impact - Gainesville Solar Jobs

Sugar Hollow - If you happen to be my neighbor in Asheville, check out Sugar Hollow Solar!

Southwest

Sun Valley - If you’re near my alma Matter of ASU, Arizona’s Sun Valley is a great spot to land. 

Mountain West

Namaste - Boulder, Denver, and the Front Range, employee-owned before it was cool.

Creative Energies - Utah has a hot solar market! Check ‘em out.

Northwest

A&R - Even the drizzly Pacific NW gets plenty of sunshine.  Check out A&R in Portland Oregon for solar sales jobs and install jobs. 

What is a Solar Dealer?

Dealers, also known as “sales partners,” are different from installers in that they focus exclusively on selling solar.  They partner with EPCs to install the systems they sell.  A dealer might work with dozens of EPCs across the nation, or might have one or two that they partner with exclusively.

The advantages of dealers for newbies are that they often have well-developed sales systems that you can plug into.  Compared to installers, they often have greater expertise and better support with the selling process, and the best dealers will support you in being successful.

That said, many dealers have fallen into criticism recently because of sketchy business practices, so you’ll need to be much more discerning in who you want to work with.  Because dealers aren’t ultimately responsible for the installation or warranty, they have a reputation for overpromising homeowners.  And because they often operate on a “redline” model (where they receive everything over the cost as commission), sales consultants at dealers often overcharge their clients. 

Additionally, for your job seekers purposes, dealers typically have a more performance weighted commission/bonus system compared to installers, who tend toward a “base salary + commission” structure.  This can be good or bad depending on your skill level!  But it does make income less stable.

That said, there are a lot of sales jobs among dealers, from traveling the country for door-to-door canvassing “sprints” to working the phones as a remote closer.  And the best dealers are absolutely fantastic places to train for a long-term sales career. 

How to Identify the Best Fit for your Career Goals

Key factors to consider

1) Relocation -

whether you’re willing to relocate (you may have to compromise on everything else if the answer is no)

2) Tradeoffs -

Do you have debt and obligations? Do you have lifestyle expenses that could contract? It will likely take a bit of time to hit your stride with most sales jobs. Take this into account when looking at compensation based on commission.

3)  Stability/Flexibility vs. Upside -

Whether you want a company with more stability and possibilities of lateral advancement (more often an installer) or more potential for upside with high commissiong (more often a dealer).

4)  Culture -

Whether you like the culture of the company and your hiring manager.  Remember, sales is at least partly about a calm, curious, and confident mindset.  If you're being dragged down by the people around you, that attitude is much harder to maintain.

Research the Company’s Reputation

Look for companies with a good reputation in the industry. Read reviews from current and former employees on Glassdoor and Indeed.  Check out customer ratings on Google and BBB.  Check the company’s financial health and growth prospects BEFORE the interview.

Opportunities for Growth

Choose a company that offers opportunities for career advancement. Ask about training programs, mentorship, and the potential for promotions during your interview. Ask about opportunities for advancement in any interview you get.  

Starting a career in solar sales offers numerous opportunities for growth, competitive salaries, and the chance to make a positive impact on the environment. Whether you're just getting your foot in the door with a canvassing job or aiming to rise to the level of Chief Revenue Officer, the solar industry has a path for you. By building relationships, continuously learning, and staying motivated, you can succeed in solar sales and beyond. So, take the leap and start your journey.

Next,

Check out our related post on what comes after solar sales - the lateral and vertical opportunites that open up with a successful stint in selling solar. 

Or consider a job in solar Construction instead.