Interview scorecard template

Solar Sales Specialist interview scorecard

Evaluate Solar Sales Specialist candidates across 4 weighted areas: track record, method and qualification, relationships and trust, and drive and resilience. Track record leads at 35%, so check signed kW volume, monthly close counts, average system size, and install-to-cancel rate; ask which segment (residential retrofit, new build, commercial rooftop) they sold. Use the rubric to compare role-specific evidence consistently.

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sales business developmentin home closekwh proposalsppa financingresidential solar
TL;DR
For track record, look for evidence the candidate quotes specific numbers: kW signed per month, sit-to-close percentage, cancellation rate under ten percent, and average ticket by financing type. For method and qualification, look for evidence the candidate qualifies on bill history, roof condition, credit tier, and decision-maker presence before designing, and disqualifies unsuitable roofs early. Apply the written 1–5 anchors to every answer, record the evidence behind each rating, and use the factor weights to reach a consistent overall assessment.
Complete evaluation framework

What to assess and how to score it

Review the evidence signals before interviewing. Then use the anchored descriptions—not instinct alone—to choose the score that best matches each answer.

01
Evaluation factor

Track record

35% weight

Check signed kW volume, monthly close counts, average system size, and install-to-cancel rate; ask which segment (residential retrofit, new build, commercial rooftop) they sold.

Evidence to listen for

  • Gives numbers: quota, attainment, deal size, client roster
  • Explains the market and buyer they sold to, not just the product
  • Distinguishes what they closed from what the team closed
  • Can describe a deal they lost and why

Five-point scoring guide

1
Poor

No numbers; cannot describe what they actually sold or to whom.

2
Needs Improvement

Vague attainment; credit for team results is unclear.

3
Satisfactory

Real record with some numbers; attribution occasionally fuzzy.

4
Very Good

Clear numbers and ownership, including honest losses.

5
Excellent

Quotes specific numbers: kW signed per month, sit-to-close percentage, cancellation rate under ten percent, and average ticket by financing type.

02
Evaluation factor

Method and qualification

25% weight

Probe how they qualify: utility bill analysis, roof age and shading, credit tiers for loan approval, homeowner status, and Aurora or OpenSolar design workflow.

Evidence to listen for

  • Has a repeatable approach to qualifying and progressing deals
  • Can walk a real deal from first contact to close
  • Handles objections with questions rather than scripts
  • Knows when to disqualify

Five-point scoring guide

1
Poor

No method; pitches at everyone and hopes.

2
Needs Improvement

Weak qualification; deals stall with no diagnosis.

3
Satisfactory

Workable method; inconsistent on complex or long cycles.

4
Very Good

Clear repeatable method; disqualifies early and deliberately.

5
Excellent

Qualifies on bill history, roof condition, credit tier, and decision-maker presence before designing, and disqualifies unsuitable roofs early.

03
Evaluation factor

Relationships and trust

25% weight

Assess how they handle skeptical homeowners on savings claims, escalators, lien questions, and net metering changes; look for referral and neighbor-cluster generation.

Evidence to listen for

  • Has clients or talent who came back or referred them
  • Manages a difficult conversation without damaging the relationship
  • Represents the client's interest, not only the commission
  • Builds rapport across seniority levels

Five-point scoring guide

1
Poor

Transactional; burns relationships for a close.

2
Needs Improvement

Builds rapport but does not sustain relationships.

3
Satisfactory

Solid relationships; less tested in conflict.

4
Very Good

Repeat business and referrals; handles conflict without damage.

5
Excellent

Explains PPA versus loan versus cash trade-offs honestly, sets install timeline expectations, and sources a large share of deals from referrals.

04
Evaluation factor

Drive and resilience

15% weight

Test tolerance for canvassing, self-generated appointments, and long permit-to-install gaps; ask how they held pipeline through incentive changes or utility rate rulings.

Evidence to listen for

  • Handles rejection and a bad quarter without unravelling
  • Self-directed on pipeline rather than waiting for leads
  • Coachable on feedback
  • Honest in how they represent the product and themselves

Five-point scoring guide

1
Poor

Gives up easily; blames leads, product, or market.

2
Needs Improvement

Motivation depends on momentum; resistant to coaching.

3
Satisfactory

Steady; recovers from setbacks with support.

4
Very Good

Self-motivated, coachable, and steady through bad stretches.

5
Excellent

Keeps self-generated pipeline running through policy shifts, works evenings and weekends for in-home sits, and tracks activity daily without prompting.

Evidence-led prompts

Interview questions for a Solar Sales Specialist

Use these prompts to surface evidence for the weighted factors above and compare candidates against the same role-specific criteria.

  1. 01

    What experience do you have in solar energy sales?

  2. 02

    Describe a solar project you managed from first contact through to completion.

  3. 03

    What is your approach to setting and achieving sales targets?

  4. 04

    How do you evaluate a customer's energy needs and propose a suitable system?

  5. 05

    Can you describe your process for conducting a solar site assessment?

See the complete Solar Sales Specialist question set
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