Surprising Sales Statistics to Improve Your Solar Sales Game

Consumer buying behavior is far from what it used to be. Today's empowered consumers are much more demanding; gone are the days when buyers relied solely on a sales representative. With modern consumers likely to consult several resources before they buy, companies are experiencing longer sales cycles and an increased effort required to close deals. But no problem is unsolvable: Even in this new rapidly changing marketplace, sales teams can thrive.

However you choose to approach potential customers, always keep this in mind: it's a numbers game. You will get No's between your Yes's and that's okay. Check out these statistics and solutions to see if you can get more efficient with your potential Yes's and reduce the No's!

80% of prospects require 5 follow-ups

After all, your leads aren't going to call themselves. The number of follow-ups required to close a sale has more than doubled over the last decade. Although this surprising statistic suggests winning deals is twice as hard, don't be discouraged. Instead, see it as an opportunity to distinguish yourself from your competitors.

44% of field reps will give up after their first follow-up attempt and 92% will quit after four. If you commit to being among the 8% of salespeople who don't quit, you are bound to see positive results. A consistent follow-up regimen will increase your chances of sales success and help you win the deals that other sales reps have given up on.

Be consistent with every prospect. Potential customers are flooded with sales pitches from several different sources all at once. Following up with even just a brief check-in call or email will help your product to stay top of mind.

You know what they say: You may delay, but time will not. If managing your daily schedule is a struggle, allow our team at ESP to take your productivity to new heights. As your install partner, it's our mission to assist you in freeing up your time so you can focus on the most vital part of your job: selling. Our useful tools allow our partners to grow their businesses without the traditional hurdles of running a company.

CRM Data Quality Challenges

Depending on your chosen platform, a CRM can be a bit intimidating. Many sales teams might feel frustrated or overwhelmed on their first exposure to a seemingly-complicated app. Busy salespeople might be tempted to skip learning how to use it appropriately. As a result, they neglect to properly record and update their entries, resulting in major data discrepancies. Studies show that a whopping 91% of all CRM data is bad, leading to a serious lack of performance control.

Data entry is often regarded as a menial, time-consuming administrative process. If it gets done at all, it might get pawned off to third parties who aren't familiar with the prospects they're entering into the tool. It makes sense that the sales team would rather be selling, but when used consistently and correctly, CRM platforms are critical to success. Ultimately sales teams who use them right will streamline the sales process, have well-developed sales pipelines, automate tedious but important tasks, and be empowered with tracking capabilities for all of their customer interactions.

Meeting Your Sales Quota

There are several ways to increase your chances of meeting – or even exceeding – your sales quota. A good starting point is to commit some time to reframing your strategy. Despite our industry's exponential growth, solar isn't just some fad technology. The world's increasing interest and commitment to embracing renewable energy sources proves that solar is here to stay. Remember, you are not just selling solar panel products, you're selling an advanced, clean energy solution and chance at an improved lifestyle for your clients. Recognizing that there is a powerful purpose to your work may give you that extra jolt of motivation throughout your sales journey.

Fear of facing your failures is the leading cause of sales stress. If you don't meet your goals, be wary of falling down the ultra-tempting rabbit hole of panic and self-doubt. Eventually, it keeps you spinning through a never-ending cycle of demotivation and consistently missed sales targets. Too many beginners fall into this trap – don't let it happen to you! Instead of dwelling on missed goals, take some time to pinpoint the problem and make the necessary changes to get back on track.

Join ESP Today

Looking for solar sales jobs? You've come to the right place! ESP offers aspiring sales reps the chance to kickstart their careers in solar energy. For those who decide to become a dealer, you'll receive access to a simple training platform so that you can be on your way to a lucrative future.