A solar sale progresses through review and project preparation before installation, and may require inspection and utility approval before activation. Ask who owns each handoff, what proves completion, and which milestones affect your responsibilities and compensation.
Separate a submitted sale from an accepted project
A sales submission gives the receiving team information to review. Acceptance may depend on a complete packet and resolution of open questions. Ask how missing details are handled and whether the rep can see why a project has not advanced.
A survey or technical review can reveal details that affect the scope. Discuss who explains those changes to the homeowner and who documents the revised plan. Avoid treating the initial proposal as evidence that all field conditions have already been confirmed.
Understand preparation and approvals
Engineering, permitting, and scheduling involve different responsibilities. Ask which team manages each step and how dependencies are tracked. A permit application and an issued permit are not interchangeable statuses.
For dealer teams, verify that the process applies to the specific market being discussed. An example from one jurisdiction does not establish the same requirements or timing everywhere. Ask what the escalation process is when the team needs more information or a revision.
Distinguish installation from activation
Physical installation is not the same as completion of every inspection, utility step, or customer handoff. Ask how the company defines installed, inspected, approved, and activated, and which evidence supports those labels.
A sales rep should know how to route a homeowner’s question without making unsupported promises. Clarify who provides monitoring access, explains the system, and confirms the final operating state. Treat estimated dates as estimates until the responsible team confirms them.
Map your involvement and pay terms
Draw a simple list of stages and write the owner beside each. Then mark where the sales role must provide information, contact the customer, or resolve an issue. This reveals practical responsibilities that may not appear in a short recruiting ad.
Use the same stage definitions when discussing compensation. Ask what event creates eligibility, how it is documented, when payment follows, and what can change it. A promising project pipeline does not by itself establish a payout date. This guide is a preparation framework, not a statement of offered terms.
Common questions
Is installation the same as permission to operate?
No. Physical installation and the applicable utility operating approval are distinct steps; confirm the project’s actual requirements.
Can every project follow the same timeline?
Do not assume so. Ask about the specific property, jurisdiction, approvals, and dependencies rather than relying on a general sales estimate.
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