Many solar businesses assume their proposals aren’t converting because customers are “shopping around.”
But when you look closer, that’s rarely the main issue.

Most quotes fall through because of timing, clarity and follow-up discipline, not competition.

This blog breaks down what high-performing Australian solar sales teams do differently to win more deals in 2025.
Many solar companies invest heavily in generating leads but only convert a small percentage of quotes.
The issue isn’t always competition or price,
in most cases, the sales workflow breaks down.

Here is a practical breakdown of why quotes stall and how elite teams convert at higher rates.

1. Delayed Proposal Turnaround

The solar buyer journey is emotion-driven, especially residential clients.
If they request a quote, they're already warm.

Interest fades quickly when customers wait days for a quote.

High-performing sales teams:

• Send proposals fast

• Use structured templates

• Include both solar and battery options

• Deliver clean visuals, not just long PDFs

Response speed is one of the strongest predictors of conversion.

2. Weak Lead Qualification

Solar is a high-consideration purchase.
If your team quotes everyone who enquires, your solar and BESS sales pipeline becomes bloated and unmanageable.

Not every enquiry is worth a full proposal.
Teams that qualify correctly avoid wasted time.

Useful qualification criteria

• Budget fit

• Roof suitability

• Timeline to purchase

• Battery interest

• Decision-making ability

• Energy consumption profile

Strong qualification ensures

• only serious buyers enter your pipeline

• proposals have higher conversion potential

• sales reps spend time on real opportunities

A well-qualified lead converts 3–5x higher than a cold lead.

3. No Follow-Up Rhythm

The biggest reason proposals don’t convert is simple:
no systematic follow-up.

Customers rarely buy after the first proposal.
But they also rarely chase you.

A structured follow-up rhythm tells the customer:
We’re organized. We care. We’re capable of delivering your project.

This is why follow-up discipline improves acceptance rates dramatically.

High-performing teams follow:

• Day 1: Proposal sent + short message

• Day 3: Quick check-in

• Day 7: Updated info or new option

• Day 14: Final touch

Follow-up rhythm improves conversion dramatically.

4. Proposals Are Too Technical or Confusing

Customers often compare solar proposals from different providers.
If your quote is hard to read, you lose the sale.

Customers want clarity, not complexity.
If your proposal feels like a technical manual, they feel overwhelmed.

Good proposals speak to:

• outcomes

• confidence

• financial clarity

• performance expectations

Clear proposals include:

• System size explanation

• Battery use-case explained

• Estimated savings

• Performance expectations

• Total installed price

• Optional upgrades

• Warranty summary

Good design = trust.

5. Lack of Structured Handover Between Sales and Operations

Sales might present promises that operations aren’t ready for.
This causes project friction and affects customer confidence.

Smooth handover requires:

• Clear notes

• Accurate site details

• Photo upload

• Battery configuration

• Roof measurements

• Job readiness status

How Eclipse360 Improves Solar Sales Conversion

Eclipse360 helps teams convert more quotes by enabling

• Fast, consistent proposal generation

• Centralized lead notes

• Integrated design + battery workflow

• Accurate job data handover

• Real-time solar sales pipeline tracking

Sales teams stay organized, follow up more consistently and close more quotes.

Final Takeaway

Solar sales isn’t only about finding more leads.
It’s about turning the leads you already have into confident buyers through clarity, speed and follow-up.