Solar Sales Funnel Calculator

For a door-to-door or field team the usual chain is: doors knocked, conversations with a decision-maker, appointments set, sits actually held, signed agreements with credit approval, and finally installed systems. Inside-sales teams run the same shape with dials or worked leads in place of doors. The stage most often left out of the model is signed-to-installed: treating a signature as revenue overstates the funnel, because cancellations, credit falloff, and stalled permits all cut between those two points.

Because on most residential solar comp and funding structures you are paid on install, not on signature. A funnel measured to signature tells you how good your pitch is; a funnel measured to install tells you what the business actually earns. The gap between them is real money, and it is the part of the funnel a sales org has the least direct control over, which is exactly why it deserves to be modelled explicitly rather than assumed away.

Not necessarily the one with the steepest drop-off. Because the stages multiply, the value of one percentage point differs by stage, and the highest-leverage stage depends on your specific rates. A point added to a stage late in the funnel applies to a smaller base but is not diluted by everything downstream; a point early applies to a bigger base but is then cut by every later rate. This calculator computes both views, the value of +1 point at each stage, and your steepest proportional drop-off, because they frequently point at different stages.

No. They are neutral placeholder values chosen so the tool opens with something to look at, and they are labelled as such in the tool itself. Seamless Home does not publish solar funnel benchmarks. Conversion rates vary enormously by market maturity, canvassing quality, lead source, rep experience, financing mix, and season, and any figure presented as an industry-standard solar close rate should be treated with suspicion. Use your own numbers.

Take your total fixed sales cost for the period, base pay, leads, tools, and management, excluding commission if you have already netted commission out of your per-deal margin, and divide it by installs completed in that period, not deals signed. Dividing by signed deals produces a number that flatters the operation, because deals that cancel still consumed the same canvassing and appointment cost. This tool does the division on installs for that reason.

No, and the tool will show you when it does not. Rep cost is largely fixed and scales linearly with headcount, while contribution scales with headcount multiplied by every conversion rate in the chain. If the compounded conversion rate is too low or the margin per install too thin, each additional rep widens the loss rather than narrowing it. When that is the case the model turns the margin panel red. The fix is the rates or the per-deal margin, not more people.