Every solar salesperson knows the feeling. You had a great appointment. The homeowner was engaged, the proposal looked sharp, and they seemed ready to move forward. Then nothing. A week passes. Two weeks. You’re following up, they’re not responding, and eventually, the deal dies.
In the 2026 Aurora Solar Snapshot — a survey of more than 600 solar sales professionals across the country — closing and customer follow-up ranked as the single most time-consuming part of the sales process. 50% of salespeople said it. And that number isn’t surprising when you look at what they’re dealing with: a market where nearly half of installers reported a sales volume decline in 2025, and 54% say competition got more intense.
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