Posts by Mona Power
What Your Install-to-Close Ratio Is Telling You
If you’re running a solar sales organization and you’re not tracking your install-to-close ratio, you’re flying blind. Close rate gets all the attention — but install-to-close is the metric that tells you whether your business actually works. This single number reveals how much of the revenue your reps are closing is actually converting into installed…
Read MoreHow to Scale a Solar Sales Organization Past 10 Reps
Most solar sales organizations don’t die from lack of talent. They die from lack of infrastructure. You built a team. You’re closing deals. You’ve got reps producing. And then somewhere around 8 to 12 people, everything starts to slow down — not because you stopped selling, but because the backend can’t keep up. Permitting backlogs…
Read MoreSolar Sales Organization Growth: Why the Next 24 Months Are Critical
The solar market has been growing for years, but that’s not the real story anymore. The real story is how quickly the market is changing now — and why the next 24 months will separate the solar sales organizations that adapt and scale from the ones that fall behind. This isn’t manufactured urgency. The policy…
Read MorePermitting Delays Are Killing Your Solar Business
You closed the deal. Your rep ran the pitch, handled the objections, and got the signature. The customer is excited. The commission is logged. Then the waiting starts. Permitting takes longer than expected. The customer asks for updates. The install gets pushed. The rep who should be out closing the next deal is now fielding…
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