Done right, a solar sales blitz can be one of the most powerful growth tools you’ll ever find for a solar company.

It’s an invaluable way to collect exclusive solar leads and drastically increase your sales.

At the same time, it’s also like a boot camp for your sales reps. One that whips them into shape by throwing them into a sink or swim situation.

But a sales blitz takes a lot of prep.

There are a lot of moving parts that come together to make it work.

So it’s crucial you know what you’re doing to get the most out of it.

Here’s how I prepare my team for a sales blitz before executing on it.

I regularly use this method to net a month’s worth of deals in just 2 weeks:

1. Find the Best Areas for Blitzes

If you wanna ensure you focus on the best possible solar leads, you gotta be knocking doors in the areas where people are most likely to buy.

This is a quick checklist of the demographics I focus on when looking at different territories:

• High bills
• Areas with lots of pools and sun
• Not too high or low class
• How much solar is up in the area
• Utility rates, fast permit timelines

The reason you don’t wanna bother with areas that are too low class is that they’re much less likely to pass a credit check. Areas that are too high class won’t care about saving money.

The sweet spot you’re looking for is middle to upper-middle class, where people are wealthy enough to likely pass a credit check while still being interested in lowering their utility bill.

2- Bring the Entire Team In and Blitz Together

You or at least one of your top leaders should be present at the blitz.

You’ll be sending your team into unfamiliar territory. Doing so without giving them a leader is asking for failure. More importantly than that, they’ll stop trusting you as a leader.

You gotta walk the walk – especially when the stakes are high.

3- Accomodations

Get a bunch of hotel rooms for 7-14 days. Avoid separate hotels.

You want to be able to easily get the entire team together in the morning and at night.

If everyone has to leave their individual hotel to meet at another location, you’ll be burning valuable daylight.

4- Go Hard or Go Home

Every blitz is an opportunity. Don’t waste it. There’s no point going to all this trouble if you’re just gonna phone it in.

If that’s your intention then you might as well stay at the office and buy garbage leads from a solar leads provider.

Whenever my team is out on a blitz, we’re out there from 8am to 8pm knocking doors. Is it easy? Hell no.

But we know if we give 100% then the results will be more than worth it.

If you have the time and resources, send a “scout” early on to find and sell to community leaders.

Then make a video testimonial with that leader and show it at every single sit in that area.

It’s an extremely powerful tool that can get you many more deals from knocking the same number of doors.

5- Have a Meeting Every Morning and Night

This is a big reason why you’ll want to keep everyone in a single hotel.

Having everyone in the same place makes it easy to get up, get together, and get to work.

Every day before you head out, gather your team for a quick 15-20 minute meeting. Use this time to prepare everyone for the day ahead.

Go through the game-plan, make sure everyone knows exactly what they should be doing and where, and run drills to get everyone warmed up.

Then do the same thing at night when everyone’s done knocking.

Review the day’s events, celebrate any wins, and run through drills again to keep everyone sharp. This keeps the team focused on the end goal. 

6- Have Dinner and Breakfast Together

Sales blitzes are prime bonding opportunities for your team. Don’t rob them of that by letting everyone split up at mealtime. Not to mention you’ll have to make sure everyone gets back in time to stay on schedule.

A team that works together as a single unit is far more efficient.

Plus it builds an atmosphere of camaraderie and trust you just can’t get in the office. 

7- Set an End Goal

You should have both an end goal and a reach goal in mind before the blitz gets started.

And make it BIG. If your team busts ass for 1-2 weeks and hits their goal, you need to make them feel like it was more than worth all the hard work.

Otherwise performance will suffer on future blitzes and you may start having retention problems.

The end goal should be team-based, but you can also set individual goals too.

For example, everyone needs to hit a certain minimum. Nobody wants to be the only one who didn’t pull their weight, so this makes it easier for the team to hit its collective goal.

Plus it gets people excited and super competitive. Everyone is motivated to support each other while also trying to outperform each other.

This is the perfect motivational environment and it can be invaluable training for new reps.

Don’t just incentivize the end goal, either. You can reward your reps for plenty of other things, like:

• Whoever does the most sits
• Whoever closes the first deal
• Whoever closes the last deal
• Whoever closes the most deals
• Whoever collects the most solar leads

8- Stay Organized

Be sure to bring a team manager for every 3 or 4 reps. Overloading your managers’ teams invites mistakes, corner-cutting, and sloppy results.

Make sure everyone has access to a map of the area if they’ve never been there before. The last thing you want is people getting lost and wasting time.

9- Tailor Your Pitches

Sales blitz pitches should have more urgency than normal.

Don’t be afraid to go the extra mile to get the deal.

If you’re from out of town, mention it and say you have a special deal only available during the blitz.

10- Keep Up the Momentum Afterwards

You might be tempted to let everyone take a breather when they get back. Don’t.

That might be what most teams would do, but you should be holding your team to the standard of excellence.

Taking time off is the perfect way to lose momentum, and that can be really hard to come back from.

Even one day off can throw off your entire cadence, and it’ll show… in your solar rep’s pitches, their performance, and even your social media marketing.

It’s okay to take 3-4 days off to enjoy the reward if your team hits their goal. But make sure everyone’s back in the office afterwards and ready to hit the ground running.

11- Keep It Regular

You should run a sales blitz every 1-2 months. As effective as it is, a sales blitz takes too much effort to do it more frequently than that. But do it any less frequently and you’re squandering an enormous growth opportunity for your business.

If you have trouble hitting your goal at first, don’t just give up on it. The more your team does this, the easier it’ll become for them.

12- Train Rigorously

Don’t let anyone skip the daily training. Not at the office, not on a blitz, and no matter how experienced the reps are.

If anything, daily drills are even MORE important during a blitz. You want everyone to be on their A game to make the best use of the limited time you have.

13- Be a Cheerleader for Your Team

Blitzes can be grueling and intense, so your job (or the job of the leader you send) is to keep everyone motivated and excited to crush as many deals as possible. 

If you notice people are slowing down or losing motivation, get them hyped.

Remind them of the end goal and the reward.

Touch on their personal motivators – why they’re doing this in the first place, why they want a bigger income, what they want their life to look like. Be firm, but be positive.

14- Celebrate Wins Loudly

This goes hand in hand with #13.

It’s absolutely essential if you want your team to stay motivated throughout the blitz and the blitzes to come. Your team is under more stress than normal, so you want to make a bigger deal about it than you usually would.

You want your reps to feel their hard work is appreciated.

Even with a big reward on the line, they need to feel seen and heard. If they see you getting hyped about their wins, it shows them you value the extra effort they’re putting in.

15- Get Everyone On The Same Page

Run your team through special training before leaving for the blitz.

Make sure everyone knows what to do, what’s expected of them, and where they need to be throughout the day. This cuts down on mistakes. Efficiency is the name of the game here, so don’t assume people know what to do.

16- Optimize Communication

This is a minor strategy that can end up making an enormous difference in the outcome of your blitz: set up a special group chat just for that blitz only.

You (or the leader) should be actively driving engagement through this chat every single day of the blitz.

The days we sold the most systems were also days where engagement in this group chat was the highest.

Share wins, photos, funny memes, GIFs, etc.

You want to keep team communication constant in order to maintain motivation and excitement.

Think about it. If you have a competition for whoever can sell the most deals and the group chat is constantly filled with people’s wins, it’ll push everyone to go that much harder. It’s just one more tool to keep the energy up and the task at hand on people’s minds.

There you go. The key to a successful solar sales blitz is preparation. So use these tips to carry out your next blitz. You can expect to collect a ton of valuable solar leads and increase your monthly sales by as much as 50%. 
Zain Jan