Is Solar Sales A Good Business To Get Into?

Is Solar Sales A Good Business To Get Into?

Recent years have seen a rise in interest in and investment in solar energy due to the worldwide trend towards sustainable and renewable energy sources. Clean and renewable energy solutions are in greater demand as the globe struggles to address environmental degradation and climate change.

This change has created new chances for businesses in addition to paving the road for technical breakthroughs. Solar sales are one such area that has drawn a lot of interest. The concept of solar sales, the expanding significance of solar energy, and the applicability of solar sales in various geographic areas are all covered in this article.

Selling solar energy systems, parts, and associated services to people, companies, and organizations is referred to as solar sales. This entails teaching prospective clients about the advantages of solar energy, determining their energy requirements, and offering specialized solutions by selling solar panels, inverters, batteries, and related items.

In addition to having a thorough understanding of solar energy systems' technical features, successful solar salespeople also have strong communication and persuasive abilities, which they use to highlight the long-term benefits of switching to solar power.

Relevance of Solar Sales in Different Regions

Climate, public awareness, and policy are some of the elements that influence how relevant solar sales are in different countries. Sunlight-rich locations, including tropical and subtropical countries, are very beneficial for solar energy systems. In addition, governments throughout the world are encouraging the use of solar energy by offering tax breaks, subsidies, and other forms of assistance. As a result, companies and people are looking to take advantage of the financial advantages of converting to solar power, which has produced a favorable atmosphere for solar sales.

Is Solar Sales a Good Business to Get Into?

Overview of Solar Sales in India

  • Current Market Trends

India actively participates in the global solar revolution, holding a significant position rather than remaining a mere observer. Currently, it ranks fourth globally in terms of solar power capacity. Over the past five years, there has been a remarkable transformation in the country's solar installed capacity, surging from 21,651 MW to 70,096 MW by 2023. Fueled by ambitious targets and policies like the Production Linked Incentive (PLI), India is steadfastly working towards achieving an impressive 500 GW of renewable energy capacity by 2030. This commitment extends beyond merely adopting sustainable energy practices; it signifies a dedication to securing a greener tomorrow for the entire planet.

As we progress into 2024, the solar industry is marked by declining costs, improved energy storage solutions, and advancements in grid infrastructure taking the forefront. The sector is witnessing a trend towards increased decentralization, widespread adoption, and a surge in solar projects, all indicative of a collective dedication to a sustainable energy future. Various global trend reports in 2023 underscore the fact that solar energy is no longer just an alternative but has evolved into a global imperative.

  • Government Initiatives and Policies

The Government of India's dedication to solar power extends beyond mere rhetoric and is evident in its comprehensive array of policies and initiatives. One such initiative is the Production Linked Incentive Scheme (PLI) for the National Programme on High-Efficiency Solar PV Modules, designed to achieve Giga Watt (GW) scale manufacturing capacity in High-Efficiency Solar PV modules. With a substantial outlay of INR 24,000 Cr, this scheme aims to bolster domestic manufacturing, solidifying India's standing as a solar powerhouse.

Under the PLI (Tranche-I), an integrated capacity of 8737 MW has been added, while Tranche-II has allocated 39,600 MW of domestic Solar PV module manufacturing capacity to 11 companies. This initiative has attracted an investment of INR 93041 Cr and generated over 1 Lakh direct and indirect jobs.

Another crucial endeavor showcasing India's commitment to solar energy is the Solar Park Scheme, which aims to establish 50 Solar Parks of 500 MW and above, with a cumulative capacity of ~38 GW by 2025-26. These solar parks serve as hubs for solar energy generation, attracting investments and fostering an environment conducive to solar power development. They play a pivotal role in achieving economies of scale, rendering solar energy more affordable and accessible. Currently, 11 Solar Parks with an aggregate capacity of 8521 MW have been completed, and 7 Solar Parks with an aggregate capacity of 3985 MW are partially completed, hosting solar projects with an aggregate capacity of 10,237 MW.

Initiatives like PM-KUSUM, aimed at achieving a solar power capacity addition of 30.8 GW by March 2026, are transforming India's agricultural sector. This program establishes decentralized solar power plants, replaces agricultural diesel pumps with solar agriculture water pumps, and solarizes existing grid-connected agriculture pumps. The scheme mandates the use of indigenously manufactured solar modules, ensuring a holistic approach to the adoption of solar energy.

In addition, the Rooftop Solar Programme for the residential sector and the Off-grid Solar PV Applications Programme for rural areas make solar energy more accessible by providing subsidies. These initiatives go beyond financial support; they represent a strategic investment in a solar-powered future.

Furthermore, the International Solar Alliance (ISA), launched in 2015, exemplifies how collaborative efforts can steer the world toward a cleaner, greener, and more sustainable future. This member-centric platform, focused on action, aims to create 450 GW of renewable energy by 2030. ISA is striving to unlock $1 Trillion in investments by 2030, reducing technology costs, increasing financing options, and enhancing the skills of the solar industry workforce. Notably, the SolarX: A Startup Challenge Africa Chapter, an ISA initiative, is contributing innovative and affordable solar energy solutions to address Africa's power challenges with 20 winners selected to date.

Analysis of Solar Sales in California

A year after the state Public Utilities Commission voted to significantly alter California's solar incentive program, the repercussions are undeniably troubling. Preliminary data from the rooftop solar industry indicates a sharp decrease in installations and widespread job losses since the changes to the net energy metering program took effect in April 2023.

  • Sales Plunge and Job Losses

The California Solar & Storage Assn.'s analysis reveals a significant decline in rooftop system sales, ranging between 77% and 85% since April. Southern California Edison and Pacific Gas & Electric data support this, showing a decline between 66% and 83% in customers' applications to connect their solar systems to the grid compared to the same period in 2022. The industry group forecasted the potential loss of 17,000 jobs, constituting one-fifth of all solar jobs in California by the end of 2023.

Diminishing the rooftop solar market contradicts California's efforts to combat climate change, especially as the world faces escalating environmental challenges. Despite recording its hottest year in 2023 and experiencing severe weather events, state regulators recently voted to further reduce solar incentives. This decision, benefiting large-scale utility projects, stands in stark contrast to the state's renewable energy goals and risks impeding progress.

  • Financial Viability and Industry Consequences

The recent decisions not only harm local regional companies but also negatively impact publicly traded entities like Enphase Energy, which supplies equipment for rooftop arrays. Undermining the financial viability of solar installations contradicts California's commitment to renewable energy.

Maintaining solar's financial viability for diverse Californian entities, from residences to businesses, remains imperative for addressing climate change. Governor Gavin Newsom and PUC appointees should closely monitor the declining solar market, particularly job losses and installations. If the trend persists, intervention is necessary to prevent further damage to a crucial component of California's clean energy future.

  • Reversing Course and Restoring Incentives

It is not too late for California to reverse its course. Reestablishing robust consumer incentives for solar systems, especially those incorporating battery storage, is essential to mitigating the damage to a cornerstone of California's clean energy future. Being a leader in the fight against climate change requires supporting rather than hindering the solar market.

Comparative Analysis

Comparative Analysis
  1. Contrasting Indian and Californian Markets

India and California stand as distinct entities in their approach to solar markets, reflecting their unique economic, regulatory, and environmental contexts.

A.  Indian Solar Market:

  • Rapid Growth: India has witnessed exponential growth in its solar market, currently ranking as the fourth-largest globally in solar power capacity. The country's commitment to sustainable development and renewable energy has resulted in a surge of interest and investments in solar projects.
  • Government Initiatives: The Indian government has played a pivotal role in fostering the solar industry through initiatives like the Jawaharlal Nehru National Solar Mission (JNNSM) and the Production Linked Incentive Scheme (PLI). These programs aim to boost domestic manufacturing, create jobs, and achieve ambitious renewable energy targets.
  • Regional Opportunities: The relevance of solar sales in India varies across regions, with abundant sunlight in tropical areas making solar energy systems particularly advantageous. Government incentives and subsidies further encourage businesses and individuals to adopt solar solutions.

B.  Californian Solar Market:

  • Regulatory Challenges: California's solar market has faced challenges, especially with recent regulatory changes impacting incentives. A decision to reduce compensation for excess solar power fed into the grid has resulted in a steep decline in installations and widespread job losses in the state.
  • Environmental Imperative: Despite regulatory setbacks, California maintains a strong commitment to renewable energy, driven by the imperative to combat climate change. The state's ambitious renewable energy goals have positioned it as a leader in the global push towards sustainability.
  • Varied Landscape: California's solar market is diverse, encompassing residential, commercial, and utility-scale projects. The state's geography and weather patterns influence the types of solar installations, with rooftop solar systems prevalent in urban areas and large-scale projects in desert regions.
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2.   Factors Influencing Success in Each Region

A.  Success Factors in the Indian Solar Market:

  • Government Support: India's success in the solar market is heavily influenced by robust government support, including financial incentives, subsidies, and policy frameworks. Initiatives like PLI and JNNSM demonstrate a commitment to creating a conducive environment for solar adoption.
  • Abundant Sunlight: India's geographical advantage with abundant sunlight in many regions provides an inherent strength for the solar market. This natural resource enhances the feasibility and efficiency of solar energy systems.
  • Economic Growth: India's economic growth and increasing energy demands contribute to the success of the solar market. As businesses and industries seek sustainable solutions, the demand for solar energy continues to rise.

B.  Success Factors in the Californian Solar Market:

  • Regulatory Environment: Regulatory stability and incentives play a crucial role in California's solar market success. Recent challenges highlight the impact of regulatory changes on installations and job creation. A supportive and predictable regulatory framework is vital for sustained growth.
  • Environmental Consciousness: California's success is linked to a strong environmental consciousness and commitment to combating climate change. The state's residents and businesses value clean energy solutions, creating a market demand for solar installations.
  • Technological Innovation: California's position at the forefront of technological innovation is a significant success factor. Advancements in solar technology and energy storage solutions contribute to the state's ability to address environmental challenges effectively.

Average Solar Sales Commission

Calculating commission rates in the solar industry can be challenging if you lack a benchmark for what constitutes an "average" sale. To address this, some solar companies establish their base commission rates based on the average solar system size and installation cost. This base rate is then coupled with incentive multipliers to motivate sales representatives to achieve above-average sales figures.

For instance, if your average solar system size is 6kW with an average installation cost of $3.00 per watt, resulting in an average revenue of $18,000 per installed system, you can allocate $0.30 per watt or $1,800 for sales commissions. Adopting a conservative approach, you might set a base commission of $1,000, expandable up to $1,500 to encourage sales to surpass the average.

In practice, deals closed within 5% of the base price earn the base commission, while those booked at more than 5% of the base qualify for the base rate multiplied by 110% or 125%. For example, if a salesperson like Eva sells a 6kW system for $19,500, earning a 125% base rate multiplier, she receives a total of $1,250 for the job.

This commission structure provides an effective alternative to incentivize profitable selling while keeping profit margins confidential. However, there's a risk of salespeople inflating solar system costs, particularly if there are significant differences in commission amounts for various multipliers.

To mitigate this risk, a more conservative approach is recommended, offering modest commission bonuses for larger deal amounts. Allowing salespeople to set their prices can be risky, impacting close rates, especially if deals go through at higher-average margins.

Another approach is margin splits, where salespeople are rewarded for higher-margin sales. For instance, deals booked at more than 5% above the base amount qualify for base compensation plus a margin split between the company and the salesperson. While this approach heavily incentivizes higher-margin sales, it poses risks such as lower close rates and potential price inflation by sales representatives.

In summary, finding the right commission structure involves a careful balance between motivating sales representatives and maintaining reasonable pricing. Whether using multipliers or margin splits, close monitoring of expected value per close is essential to ensure a balanced approach that aligns with business goals.

Factors Influencing Commission Earnings

Here are some general factors that can influence solar commission rates across regions:

Government Incentives: The availability and generosity of government incentives and subsidies for solar installations can significantly impact commission rates. In regions where governments provide higher incentives, solar installers may adjust their commission structures accordingly.

Market Demand: Commission rates can be influenced by the level of demand for solar installations in a particular region. In areas with high demand, installers may offer competitive commission rates to attract more salespeople or partners.

Competition: The level of competition among solar installation companies in a region can affect commission rates. Higher competition may lead to more attractive commission structures as companies vie for skilled sales professionals.

Regulatory Environment: The regulatory environment, including permitting processes and grid connection requirements, can vary across regions. In areas where regulations are streamlined and supportive of solar installations, commission rates might be more favorable.

Do Solar Salesmen Make Good Money?

Do Solar Salesmen Make Good Money?

In the realm of solar panel sales, the potential for earning a substantial income is remarkably accessible without the need for grueling hours. Unlike professions that demand late nights and weekends, a balanced lifestyle is achievable through a regular nine-to-five schedule. The key to success lies in making every hour count. Reputable solar companies often provide leads, but the real income boost comes from active lead generation efforts, which tend to result in higher closing rates.

Beyond this, cultivating a referral business becomes a cornerstone for sustained success. Much like real estate agents, solar salesmen who provide exceptional customer experiences find that satisfied clients become a significant source of referral business. As clients move to new homes or contemplate additional solar installations, being the trusted contact ensures they turn to you first.

The earnings outlook for solar sales professionals is promising, with a commitment to the trade and a genuine belief in the value of solar solutions. It's well within reach to make an annual income ranging from $50,000 to $100,000 or more. The emphasis extends beyond making a sale; it involves fostering enduring relationships and delivering outstanding experiences that translate into sustained business success.

The solar industry's growth and the increasing demand for sustainable energy solutions only amplify these opportunities. In essence, solar sales professionals can enjoy both a rewarding income and a reasonable work-life balance by capitalizing on lead generation, ensuring customer satisfaction, and maintaining unwavering confidence in the products they represent.

How to Market Yourself as a Solar Salesman?

Personal Branding Strategies

In the competitive solar sales industry, developing a strong personal brand is critical for distinguishing oneself and generating confidence with potential clients. Begin by identifying your unique selling proposition (USP) - what distinguishes you from other solar sales professionals.

Create an engaging personal narrative that showcases your knowledge, enthusiasm for sustainable energy, and dedication to client satisfaction. Use social media to demonstrate your sector expertise, share success stories, and interact with your audience. Consistent and honest communication can help you develop a good and memorable personal brand, positioning you as a go-to resource for solar solutions.

Utilizing Online and Offline Channels

To broaden your reach and interact with a wide audience, use a combination of online and offline marketing methods. Create a professional and user-friendly website that promotes your skills, services, and customer testimonials. Use search engine optimization (SEO) tactics to make your online presence easily discoverable.

Engage in content marketing by writing blog articles, films, or podcasts that educate and teach your target audience about the advantages of solar energy. Offline channels, such as local events and community outreach initiatives, provide opportunities to meet potential consumers face-to-face. Ensure that your marketing materials are consistent across all platforms, maintaining a clear and identifiable brand image.

Networking and Building Relationships

Networking is a key component of effective salesmanship, and in the solar sector, developing solid relationships is critical. Attend industry conferences, trade exhibitions, and community events to network with colleagues, possible clients, and important stakeholders. Actively participate in online forums, discussion groups, and social media platforms where discussions regarding solar energy are common.

Develop ties with area companies, contractors, and influencers who can serve as important referrals. Remember that networking is more than simply developing relationships; it's also about cultivating and maintaining them. Regular follow-ups, individual communication, and a genuine interest in your network's requirements all help to ensure the long-term success of your solar sales career.

Need Answers? Explore the Most Frequently Asked Questions

Need Answers? Explore the Most Frequently Asked Questions
  1. Is Solar Panel Business Profitable in India?

Given India's increasing population and the growing need for sustainable energy sources, the solar energy sector is becoming a lucrative business field. With a small investment and effective market research, there is significant potential for a high return on investment. Market conditions are positive, with the potential for business income to rapidly grow from lakhs to crores due to strong demand.

The startup requirements are minimal, as there's no need for an office or investment in product stock. Urban areas, with ample rooftop space for solar installations, have shown rapid growth in this business. A modest investment in hiring personnel for installation and sales, with a 50% advance payment arrangement, can kickstart the business.

The Indian government provides substantial subsidies and benefits to solar business owners, offering an attractive opportunity. Starting as a wholesaler can yield commissions from 30% to 50%, ensuring a high profit margin. While the business is currently in high demand, understanding key market aspects is crucial for potential entrepreneurs venturing into this promising field.

2.   Is Solar Sales a Good Career in 2024?

The solar sector is experiencing rapid expansion, with projections indicating that by 2024, approximately 2.5% of all households in the United States will be equipped with solar panels. This surge in demand underscores the escalating requirement for proficient solar sales professionals capable of guiding both residential and commercial clients in transitioning to solar energy. However, venturing into solar sales is no straightforward task; it demands a blend of expertise, adeptness, and perseverance to successfully persuade customers to embrace this sustainable energy alternative.

3.   How to Become a Solar Consultant?

Becoming a solar consultant involves more than what initially meets the eye. Did you realize that these professionals earn an average of $33.38 per hour, amounting to an annual income of $69,420? The demand for this career is anticipated to grow by 4% from 2018 to 2028, presenting 63,300 job opportunities throughout the United States.

To embark on a career as a solar consultant, individuals typically need a background in renewable energy, strong communication skills, and proficiency in understanding and conveying the benefits of solar solutions. If you're considering a path into the solar consulting field, understanding these aspects, along with acquiring relevant qualifications and skills, can guide your journey.


Embarking on a career in solar sales isn't just a choice; it's a smart and compelling move. In a world increasingly focused on renewable energy, the solar industry stands as a beacon of opportunity.

With a regular work schedule that doesn't compromise your lifestyle and the potential for substantial income, solar sales provide a path to financial success while contributing to a sustainable future. The industry's rapid growth, coupled with commission-based structures and soaring demand, creates an environment ripe for success.

The minimal entry barriers, government incentives, and emphasis on exceptional customer experiences make solar sales not just a career but a fulfilling journey toward prosperity and positive impact. Don't just follow trends; become a pioneer in the future of energy and unlock your potential in the thriving world of solar sales.