What Is The Highest Paid Solar Salesman?

The solar industry has experienced exponential growth in recent years as more homes and businesses adopt renewable energy. With this boom has come a surge in solar sales jobs to sell, design and install solar panel systems. But which solar sales positions pay the highest salaries? Understanding the most lucrative solar sales careers provides helpful insight into this competitive field.

Examining high-paying solar sales roles reveals important details about the skills, education and performance required to reach the top levels of income. For those interested in entering the solar industry, focusing on the most profitable sales positions can help target career goals and professional development. Gaining perspective on the highest paid solar salespeople illustrates the tremendous earning potential in this thriving renewable energy sector.

Solar Industry Growth

The solar industry has experienced rapid growth in recent years as the cost of solar panels and installation has declined. More homeowners, businesses and utilities are adopting solar energy as it becomes increasingly cost competitive with fossil fuel sources.

According to the Solar Energy Industries Association (SEIA), over the last decade, employment in the solar industry has grown by 167% to over 250,000 jobs in the United States as of 2019. Projections indicate that tens of thousands more solar jobs will be added over the next five years.

Major factors driving the growth in solar jobs include government incentives, falling costs, and increased consumer demand for renewable energy. The SEIA expects the industry to add over 100,000 jobs between 2019 and 2024 as solar capacity expands across the country.

Most solar jobs are found in installation, sales, project development and operations/maintenance. Installers make up the largest share of solar workers. As the industry matures, jobs are also being created in solar manufacturing, supply chain logistics, finance, legal, and other professional services.

With solar power becoming more mainstream, there is a growing need for qualified sales people who can sell residential and commercial solar systems. Sales jobs often have high earning potential in the solar industry.

Solar Sales Salaries

The solar industry is growing rapidly, and sales jobs are in high demand. According to data from the Solar Energy Industries Association (SEIA), over 250,000 Americans worked in solar jobs in 2020, a jump of over 50% from 2015. As the industry expands, salaries for solar sales roles are competitive.

The average base salary for a solar salesperson in the United States is $60,000, according to data from Payscale. Commission and bonuses can add $20,000 or more to total compensation. Experienced salespeople at the leading installers often earn $100,000 to $200,000 annually. Solar sales managers, directors and VPs can earn $150,000 to $300,000 or more per year.

Salaries vary by region, with solar salespeople earning the highest wages in states with abundant sunshine and active solar markets like California, New York, New Jersey, Arizona and Texas. Major metro areas also tend to have higher salaries.

Highest Earning Positions

The highest earning positions in solar sales often come with fancy titles like “Solar Consultant,” “Solar Advisor,” or “Solar Sales Specialist.” However, at most companies these positions equate to a solar sales representative role. Here are some of the top earning job titles in solar sales:

• Regional Sales Manager – The regional sales manager oversees a team of sales representatives and is responsible for hitting sales quotas across a multi-state region. They can earn $150,000 or more.
• Vice President of Sales – The VP of sales is an executive-level position, directing national sales strategies and teams. Their total compensation can exceed $200,000.
• Senior Solar Consultant – A senior sales rep who has excelled over many years may get promoted to a senior position, earning $100,000 – $150,000 annually.
• Sales Director – Sales directors manage a sales team or region. They earn between $100,000 – $200,000 depending on experience and company size.

While fancy titles indicate higher pay, even entry-level solar sales reps have potential to earn up to 6 figures in total compensation by gaining experience and exceeding sales quotas.

Top Sales Skills

To thrive as a solar salesperson, certain core skills are essential. Here are some of the top sales abilities needed for success in this field:

Product Knowledge – Having an in-depth understanding of the different solar panel systems, components, costs, incentives, and installation considerations allows salespeople to educate prospects and recommend the best solutions.

Listening Skills – Active listening helps salespeople fully grasp customer needs, budget, and motivations so they can tailor proposals accordingly.

Problem-Solving – Assessing customer pain points and presenting solar as the ideal solution requires strong problem-solving capacities.

Persuasion – Effectively communicating the value proposition of solar and maneuvering objections relies on persuasive abilities.

Perseverance – Tenacity and resilience help solar salespeople push through the often lengthy sales cycles from initial quote to signed contract.

Interpersonal Skills – Building rapport and trust with prospects is essential for converting leads into sales.

Honing these core selling competencies is key for those aiming to maximize their earning potential in the solar sales field.

Education Requirements

In terms of education, there are no specific degree requirements for solar sales positions. However, most successful high-earning solar salespeople tend to have a bachelor’s degree in business, marketing, engineering, environmental science, or a related field.

While a college degree is not always required, having one shows employers you have the knowledge base and critical thinking skills needed to understand the technical aspects of the products and succeed in the role. Coursework in sales, marketing, communication, analytics, and technology provides useful skills.

Many top solar sales reps and account executives have MBAs which further build business acumen. However, hands-on sales experience and proven success is generally valued over education background alone.

Some solar companies may prefer or require degrees for certain advanced sales roles. But passion, persistence, industry knowledge and closing skills matter most for high earnings.

Certifications

Certain certifications can help solar sales professionals stand out and qualify for more lucrative positions. Here are some of the top certifications to consider:

NABCEP PV Technical Sales Certification – This certification offered by the North American Board of Certified Energy Practitioners (NABCEP) demonstrates competency in assessing customer needs, designing PV systems, and selling PV components. It covers key topics like financial analysis, customer service, safety, and regulations.

NABCEP PV Installation Professional Certification – This is one of the most widely recognized and respected solar certifications. Although it focuses on installation, it can be very valuable for sales by providing a deeper technical knowledge.

SEIA Solar Energy Associate – Offered by the Solar Energy Industries Association, this entry-level certification covers solar basics, PV markets, safety, financing, and net metering policies. It helps set a foundation of solar energy knowledge.

OSHA 10-Hour Training – A basic OSHA 10-hour safety training is required for any field work or site visits. Having this shows professionalism and dedication to safety.

Some companies may also provide or require internal product training to gain expertise with their specific systems and technology.

Commission & Bonuses

Commissions and bonuses make up a significant portion of pay for the highest paid solar salespeople. Many solar sales reps work entirely on commission, earning a percentage of each sale they close. Commission rates often start around 10-15% but can reach up to 25% or more for top performers. Earning high commissions enables sales reps to earn well into the six figures annually.

In addition to commissions, most solar companies offer monthly, quarterly, and/or annual bonuses to reward reps for hitting sales targets and benchmarks. Bonuses might be awarded for closing a certain dollar amount in sales, signing up a target number of new customers, maintaining high customer satisfaction scores, or other performance metrics. Some companies even offer contests and short-term spiffs for things like acquiring the most leads in a week. These bonuses allow motivated salespeople to boost their total compensation.

The combination of uncapped commissions and ample bonus opportunities enables the top solar sales professionals to earn over $300,000, with some making over $500,000 or even $1 million in total compensation. However, this level of pay is only achievable for those able to consistently exceed their sales goals thanks in large part to commissions and bonuses.

Company Factors

The company a solar salesperson works for can significantly impact their earning potential. Here are some company factors that tend to result in higher pay:

• Company size – Larger solar companies like Sunrun or Tesla tend to have bigger budgets and can afford to pay salespeople more. They also likely have more customers, deals and opportunities.

• Established reputation – Well-known solar companies with strong brands and happy customers are more likely to pay salespeople well. Their reputation helps salespeople close more deals.

• Strong marketing support – Companies that invest in marketing and lead generation make it easier for salespeople to find customers. This results in more sales and higher commissions.

• Innovative products/services – Unique or high-performing solar offerings allow salespeople to differentiate themselves and often command higher prices and profit margins.

• Referral networks – Companies with large referral networks and partner programs generate more warm leads for salespeople to close.

In general, solar sales professionals who work for large, reputable solar companies with strong marketing and referral networks tend to earn the highest incomes in the industry.

Conclusion

In summary, the highest paid solar salesman positions require a combination of sales skills, industry knowledge, and access to a wealthy customer base. The most lucrative solar sales roles are in residential sales targeting high-end homeowners. With the right mix of charisma, persistence, product expertise and relationship-building talents, top solar salespeople can earn well into the six figures. Key factors that enable top earnings include working for a leading solar company in a wealthy territory, mastering consultative sales tactics, pursuing ongoing training and education, and leveraging bonuses and commissions to maximize total compensation. By developing specialized skills and targeting the most profitable markets and customers, solar salesprofessionals have the potential to be amongst the most well-compensated sales roles in any industry.