Solar & battery
Solar Sales Conversion Calculator
Measures the solar sales funnel, where the stages after signing also lose jobs.
Result
Cancellation after signing is the stage that distinguishes solar from most trades. Contracts fall out on credit decline, failed roof inspection, shading found on survey, utility refusal or simple buyer's remorse during the long wait for permits, and a company that only tracks close rate never sees it.
Get a Free Business AuditHow the calculation works
Each stage divided by the one before: leads to appointments, appointments to proposals, proposals to signed contracts, and signed contracts to installed systems. The last stage is specific to solar, because a meaningful share of signed contracts never reach installation.
What moves the number
- Appointment and proposal rates.
- Close rate on proposals.
- Cancellation rate between signing and installation.
- Site or credit disqualification after signing.
Where this one goes wrong
Cancellation between contract and installation is a real and frequently large loss in solar, caused by financing falling through, site conditions discovered at survey, roof condition, utility or permitting problems, and simple buyer remorse over a long interval. Measuring it separately is what makes it manageable, and shortening the interval between signing and installation reduces it directly. A sales team measured only on contracts signed has no incentive to care about any of this.
Before you quote
- Measure cancellation between signing and installation separately.
- Shorten the interval from contract to install.
- Qualify site and credit before signing rather than after.
Questions
About this calculator
Why do signed solar contracts not get installed?
Financing falling through, site conditions found at survey, roof condition, utility or permitting problems, and buyer remorse over a long interval. It is a real and frequently large loss, and measuring it separately is what makes it manageable.
How is cancellation reduced?
By qualifying site and credit before signing rather than after, and by shortening the interval between contract and installation. A long wait gives doubt time to accumulate, and most of the remorse cancellations happen in that gap.
What is wrong with measuring sales on contracts signed?
It gives no incentive to care whether the job installs. A team measured on contracts will sign jobs that cannot be built, and the cost of those lands on operations, which is why the installed measure is the one that should drive compensation.
The formula
each rate = that stage / the stage before it
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How to use this calculator
- Leads. Enter your own figure; the page starts at 200.
- Appointments set. Enter your own figure; the page starts at 96.
- Proposals delivered. Enter your own figure; the page starts at 68.
- Contracts signed. Enter your own figure; the page starts at 24.
- Systems installed. Enter your own figure; the page starts at 19.
- Revenue per install ($). Enter your own figure; the page starts at $22,300.
The result updates as you type, so you can try a figure, see what it does to lead to install, and change it back. Nothing you enter is sent anywhere or saved.
A worked example
These are the figures the calculator opens with. Every number in the results column below is produced by the same calculation the page runs, so you can follow it through before putting your own figures in.
What goes in
| Input | Value |
|---|---|
| Leads | 200 |
| Appointments set | 96 |
| Proposals delivered | 68 |
| Contracts signed | 24 |
| Systems installed | 19 |
| Revenue per install | $22,300 |
What comes out
| Result | Value |
|---|---|
| Lead to install main result | 9.5% |
| Lead to appointment | 48.0% |
| Proposal to signed | 35.3% |
| Signed but never installed | 20.8% |
| Revenue from the cohort | $423,700 |
9.5% of leads reach an installed system. 48.0% become appointments, 35.3% of proposals are signed, and 20.8% of signed contracts never get installed, which is the step most solar companies underestimate.
How sensitive the answer is
Holding everything else steady and changing only revenue per install, this is what happens to lead to install. It is worth knowing which of your inputs the answer actually hinges on, and which barely move it.
| Revenue per install ($) | Lead to install |
|---|---|
| $11,150 | 9.5% |
| $16,725 | 9.5% |
| $22,300 example above | 9.5% |
| $33,450 | 9.5% |
| $44,600 | 9.5% |
Every other input is held at the example value while this one changes, which is not how a real job behaves. Treat it as a guide to which number matters most, not as five separate quotes.
What each figure means
- Leads
- A number, between 0 and 100000, starting at 200.
- Appointments set
- A number, between 0 and 100000, starting at 96.
- Proposals delivered
- A number, between 0 and 100000, starting at 68.
- Contracts signed
- A number, between 0 and 100000, starting at 24.
- Systems installed
- A number, between 0 and 100000, starting at 19.
- Revenue per install ($)
- A money amount, starting at $22,300.
What the results tell you
| Result | What it is |
|---|---|
| Lead to install | The headline result. A percentage. |
| Lead to appointment | A percentage. |
| Proposal to signed | A percentage. |
| Signed but never installed | A percentage. |
| Revenue from the cohort | A money figure. |
A design still needs a site visit
Output and sizing figures use the assumptions you enter, not measured irradiance, shading or roof orientation at your address. Real production depends on all three, plus inverter behaviour and local interconnection rules.
Estimating is the easy part
The jobs you never hear about cost more than the ones you mis-measure. BDEVY builds the marketing, systems and automation that bring them in.