5 Expert Solar Strategies to Win More Leads + Close More Sales

Guest author Heather Griffin is a dynamic and experienced CEO and efficiency expert for medium and large-scale call center operations, specializing in the solar vertical. As a consultant, Heather has helped countless companies improve efficiency, boost lead generation, and transition to remote models, strategically advising on all aspects of sales, marketing, operations, and customer service. Heather is the Co-Founder and CEO of Jenova Solar and CEO of Innovate Advisors, a consulting firm.

In solar sales, the brightest opportunities come to those who know how to optimize their lead performance, tech stack, and agent performance to stay ahead of the competition.

Drawing from my career helping solar call centers grow, I’m sharing five expert strategies that will help bring your solar call center to the next level. From leveraging data to re-engage old leads to streamlining your tech stack, these actionable insights will position your team to thrive in today’s competitive solar landscape.

One of the most common issues I encounter when working with solar companies is what I call a “Frankenstack.” This happens when companies piece together multiple software solutions, such as telephony, CRM, marketing tools, and financing, that don’t integrate well.

I see so many solar companies that have cobbled together these different technologies that don’t talk to each other. Nothing is integrated, and it creates inefficiencies. Management can’t track their lead performance, so they have no idea where their sales are coming from or which affiliate partners are delivering value. Without a unified system, it’s almost impossible to improve conversions and scale your solar business.

To transform your Frankenstack into a viable software solution, start by auditing your current software stack to identify any gaps or overlaps. Check if your CRM, telephony, and marketing platforms are compatible and consolidate them into a single system if possible.

I always recommend that solar call centers invest in a fully integrated tech stack. A single platform that integrates everything—from lead generation to sales and performance tracking—gives your team the tools to monitor leads, measure success, and streamline workflows. With everything in one place, your team can focus on what matters most: closing deals and growing your business.

One of the most valuable assets in any solar company’s arsenal is its existing data, but too often, companies overlook the potential sitting in their lead databases. Instead of focusing solely on acquiring new leads, leveraging the potential within your existing data is a smarter and often more cost-effective way to boost conversions.

When the solar call centers I work with start mining their data, the highest converting sources are often leads that were marked as “not interested” and from calls that lasted longer than 60 seconds.

A previously “not interested” prospect could have had a change of circumstances that now enables them to pursue solar, and callers who stayed on the line for a minute or more have shown that they’re at least somewhat interested. These leads still have the potential to convert.

Re-engage these prospects with a different agent or a fresh approach to overcome objections, and you’ll be pleasantly surprised at how many conversions you can get out of them.

There’s a myth in the call center world that you should be able to get something out of every lead. The truth is, some leads simply aren’t worth the investment. One of the biggest mistakes I see as a solar call center consultant is companies not paying attention to how their lead sources are performing.

To increase your call center’s revenue, it’s essential to focus on affiliate sources that consistently provide high-converting leads. However, lead quality can change unexpectedly, especially when new competitors enter your market.

For example, you might have a lead vendor that’s been performing well for years, but suddenly, a new solar competitor starts buying from the same source. This increase in competition can make it harder for your team to convert those leads, driving up your cost per acquisition (CPA).

If you aren’t using call center software to track your lead performance by source in real time, you might not realize there’s an issue until you’ve already wasted money and time on leads that are going to be hard to convert.

With a list conversion report, like the one Convoso offers, you can spot changes early on, giving you time to reevaluate that vendor and shift your investment to sources delivering better results. This real-time reporting allows you to stay agile, keeping your costs low and your conversions high by always focusing on the most effective lead sources.

When it comes to staffing your solar call center, there’s a prevailing belief that you need prior sales experience. But I find that the person who just reads the actual script and sticks to it does better than someone who’s a strong salesperson. It’s less about sales skills and more about how you sound on the phone and, most importantly, resilience.

In my experience, agents who come from high-pressure environments like fast food or retail often outperform seasoned salespeople. Fast food workers do really well because they’ve worked minimum wage jobs while dealing with difficult customers, and they know how to handle rejections. On the other hand, someone who interviews well, like a college student with no experience in tough environments, isn’t likely to survive the constant rejection that comes with solar sales.

When hiring, focus on traits like adaptability and resilience. You don’t need someone who is a natural closer; you need someone who can bounce back from tough calls, stick to the process, and stay motivated. With the right support and training, these agents can outperform traditional salespeople and help you close more deals.

Keeping agents motivated is critical to your call center’s success, whether your team is on-location or remote. Engaged agents are more productive, and maintaining that energy requires different approaches depending on the setting.

For on-site teams, in-person interactions like team huddles, regular check-ins, and on-the-spot rewards help build camaraderie and keep morale high. Public recognition and group incentives can also boost motivation.

For virtual teams, engagement is even more important due to the lack of face-to-face interaction. Implementing remote-friendly activities—like virtual prize wheels, gamified performance tracking, or food delivery rewards—helps keep agents connected and appreciated.

No matter where your agents are, tracking performance and creating friendly competition through gamification boosts both morale and productivity. By focusing on keeping your team engaged, you’ll foster a motivated, high-performing workforce that drives results.

As someone who has spent years consulting with solar companies of all sizes, I’ve seen firsthand how the right strategies can transform call center operations. The strategies above are the same ones I use with my clients every day to overcome challenges like inefficient technology and underperforming leads.

By focusing on improving your tech systems, fully utilizing your data, and building a resilient and engaged team, you can dramatically increase both efficiency and sales. These strategies will help your solar business grow and keep you competitive in the fast-paced market.

Ready to take your solar call center to the next level? Convoso’s AI-powered sales platform is built specifically to optimize your sales process. With everything you need—from advanced dialer technology to powerful, real-time reporting—Convoso helps you close more deals and maximize every lead. Discover how our platform can transform your solar sales operations. Schedule a demo today to see how Convoso can power your success.