Customer
Ownership and decision context
Solar Sales CRM / Qualification and appointments
Know what must be true before the solar appointment begins.
Turn qualification into a dated snapshot, then schedule the right conversation with a clear purpose, owner, preparation state, and recorded outcome.
ReadinessIllustrative workflow
CustomerService areaUtility contextSite evidence
THU 14Discovery appointment10:30 AM
Appointment readiness
A booked meeting is not the same as a ready appointment.
Separate early commercial discovery from the technical evidence required for design or installation. The workflow should show what is known, what is missing, and who owns the next request.
Reviewed
Property
Address and basic site context
Utility
Provider, usage, and bill request
Financing
Financing preference and the evidence needed for the offer
Timing
Purchase timing and the next customer decision
Service area
Territory and team eligibility
Appointment
Purpose, owner, and preparation evidence
Schedule with context
Give every appointment a purpose, preparation state, and outcome.
On smaller screens, the same schedule becomes a readable agenda instead of a compressed calendar grid.Qualification callBill requested
Sales discoveryReady
Site conversationAddress review
Scheduling exceptions
Keep reschedules, no-shows, and missing evidence in the sales record.
An appointment exception should create a recovery decision, not erase the earlier plan or leave the opportunity without a next owner.
Reschedule
Capture the revised appointment and owner.
No-show
Create a recovery decision and next action.
Missing site information
Request the evidence needed before a site visit.
Ineligible opportunity
Record the eligibility decision and close or nurture the opportunity.
Utility bill request
Track the requested bill with the qualification snapshot.
Role clarity
Show who gathers the evidence, runs the appointment, and releases the opportunity.
Appointment setter
Reviews intake context and prepares the appointment.
Sales representative
Runs discovery and records the outcome and next action.
Sales manager
Owns qualification rules, exceptions, and release decisions.
Recorded decisionRecord proposal preparation, additional discovery, nurture, or disqualification
Next: deal pipeline and follow-up Questions to settle
Define qualification and appointments before configuration begins.
What belongs in a solar qualification checklist?+
Your checklist may cover ownership, utility context, bill availability, property and roof basics, electrical context, timing, and purchase preferences.
Is a sales appointment the same as a site survey?+
No. The assessment should preserve the distinction between a commercial conversation and the technical evidence required for design or installation.
What happens after a no-show?+
A team can define a recovery task, revised appointment status, owner, and eventual nurture or closure rule.
Workflow assessment