Solar PV installation industry has become very competitive in the recent times. Considering the heavy competition, you always need to operate your sales process with maximum efficiency.
Automation helps greatly to increase the efficiency and productivity of your sales team. If major parts of the solar sales process can be automated, your sales reps will have more time on their hand to engage with more customers and to build better relationships with them.
In the solar sales process, any repetitive and structured steps can be very effectively automated. Creating and sending a proposal is one such step which can be well automated with a solar sales proposal software.
Let’s look at the important aspects of selecting such software.
Typically, solar PV installation sales is considered as a ‘solution sales’ process. Here you present a complex and customized solution to the customer, rather than an off the shelf product.
Normally each PV solution needs to be customized as per customer’s requirements, conditions at the site, availability of grid connection, net metering policies etc. Therefore, a lot of data and documentation needs to be gathered in the solar sales process.
The final proposal is generated based on specific customer requirements, site survey data, documents (electricity bill etc.) given by the customer.
Considering the nature of the solar PV sales process, certain features become important for a solar sales proposal software.
Site survey is an inseparable part of the solar sales process. Most of the data required for the proposal comes from a site survey.
Therefore it is very important that your solar CRM software or sales proposal software is capable of acting as a site survey app. This site survey app should have a mobile friendly UI, so that information captured in the site survey can be easily shared by respective engineers via their mobile phones.
If you offer multiple solutions – for example, solar heater, pumps etc. along with solar PV solutions – your site survey form will change according to the product category.
Therefore, the CRM software should have configurable site survey forms that you can use for multiple product categories.
A lot of documentation, photos are gathered during the site surveys, along with customer’s information and requirements.
These documents and photos are used for creating the sales proposal. But even after the proposal submission, orders may not come right away.
Sometimes order gets delayed by months, when a customer does not readily have the budget available. In such cases, you’ll be speaking to the same customer months after doing the site survey and you will need all the documentation collected during site visit.
Therefore it is important that any CRM or solar sales proposal app, must have document management capabilities.
The documents are measurements gathered during the sales process are used by multiple stakeholders to create a final proposal for the customer.
Therefore it is important that the software used for managing the solar sales process and creating a proposal should enable easy collaboration between stakeholders.
When all the information required for proposal has been collected and documented, we will need a structure to insert all this data. This structure is provided by a sales proposal template.
This template should consist of the framework outlining the proposed solution, commercial details, terms and conditions and the official format with your logo, company details etc.
A proposal automation app, should enable you to easily create and manage these proposal templates.
If you offer products from multiple categories, you may even need to create multiple such templates.
Finally, a proposal automation software should be able to create a proposal document by inserting the data gathered during sales process into a pre-defined template.
It is important that the auto generated template should be editable before it is sent to the customer, just in case anything needs to be changed – for example, discounts etc.
Even after sending the first proposal, there would be some back and forth with the customer, specially with respect to the commercial details. In such cases, you’ll need to revise the proposal multiple times. It’s important that a solar sales proposal software tracks all these revisions, so you will have a record of your interaction with that customer.
Most solar EPC sales teams rely on simple tools like – emails, spreadsheets, shared folders, Google forms etc. to manage the data collected during sales process and site surveys.
Google Drive provides an easy platform for collaboration over all this data and documents.
Fuzen combines all the simple user friendly tools with automation workflows to create a powerful, yet flexible solar CRM software. It helps you with –
Thanks to user friendly Google Drive apps, it is very simple, easy, lightweight and highly customizable.
It is even available for a free trial, so you can check out how it works and how this software can help you to automate your solar sales proposals.
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