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Commercial solar EPC companies · Sales process

Move a factory roof from first call to signed order in steps your whole team follows.

A sales process for a commercial solar EPC company is the written sequence from enquiry to signed order: the bill review, the roof survey, the proposal, the commercial discussion and the contract. GullySales sets out each step with what to ask and record, and puts every file against its current step.

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Scope, fee, reporting and term are agreed in writing after we have read your brief and spoken to you.

A solar engineer and factory manager review a rooftop installation

What sales process means

A sales process is the fixed sequence of steps, such as enquiry, site visit, quote and order, that every deal is expected to pass through in the same order. GullySales writes this sequence down for your business and checks that every salesperson actually follows it.

Also for commercial solar EPC companies

Sales and marketing for commercial solar EPC companies, the overview.

Last updated 6 Oct 2026.

For commercial solar EPC companies

Where it usually goes wrong, and what we would do.

  • “The survey is treated as the sale”

    Visiting the roof feels like progress, but a survey without a bill, a decision maker and a next date is a favour. Steps before the survey decide whether the visit is worth making.

  • “The proposal is a different document for each buyer”

    The same proposal goes to a promoter, a finance head and a trust board. A step in the process should name who reads it and what that person must find in the first page.

  • “Nobody owns the gap after the proposal”

    The engineer who surveyed has moved to the next roof and the sales head has forgotten the file. A process gives every open proposal a named owner and a date for the next call.

What we do

What we deliver for commercial solar EPC companies.

Every deliverable, what it covers for you, and the result it is there to produce. Nothing here is an extra.

  1. A written sequence from enquiry to order

    The steps, in your trade's words, with what is asked, what is recorded and who owns each one.

    Result: Every engineer works the same way, and a file can be picked up by anyone.

  2. A pre-survey qualifying step

    The questions to ask before a survey is booked: building ownership, roof type, connection, a recent bill and the decision makers.

    Result: Survey days go to buyers who can order.

  3. A survey checklist and report format

    A checklist covering roof type and condition, shade, structure, cable routes, inverter space, earthing and the connection, with photographs filed against the enquiry.

    Result: The proposal is built from facts the engineer actually saw.

  4. A proposal layout with a page per reader

    A fixed layout with the saving on the owner's bill, the scope of work, equipment, warranty, who handles approvals and the commercial options.

    Result: The three readers find their answer on their own page.

  5. A commercial discussion and order step

    A set routine for the meeting where price, payment terms and the choice between buying and paying per unit are agreed, and what is written after.

    Result: The negotiation ends with a purchase order, not a promise.

  6. A handover step back into sales

    A record of who the site team met, the owner's views on the work and any second roof mentioned, passed back to sales on commissioning.

    Result: A finished plant leads to the next conversation.

How the result is measured

  • Deals following the process
  • Time spent at each step
  • Drop-off rate by step

Recorded as a baseline before work starts, so every later report has an honest comparison.

Read the full sales process design and implementation page

Steps of a sale

Take a factory, warehouse or campus roof from the first enquiry to a signed order in fixed steps.

Enquiry and bill review
Ask who owns the building, the roof type and the connection, and get the last electricity bills. Record the decision makers and where the enquiry came from, before a survey is booked.
Roof survey
Walk the roof and note sheet or slab condition, shade, cable routes, inverter room and earthing. Photograph each and ask for the roof drawings, so structure is checked before any figures go out.
Pre-feasibility and proposal
Set out generation against the owner's bill, the named equipment, the scope, the warranty and who deals with approvals. Write one page for the promoter and one for the finance head.
Commercial discussion
Agree whether the owner buys the plant or pays per unit, the payment stages and what is excluded. Record each objection raised and the answer given, and who attended from the owner's side.
Order, approvals and design sign-off
Collect the purchase order and the advance, then agree who files the net metering or other approvals. Get the single line diagram and the structure drawing signed before material is ordered.
Installation, commissioning and handover
Name the site engineer, the plan for production hours and the commissioning checks. At handover record the owner's view, the monitoring login and any further roof the owner mentions.

Who it is for

This is written for these commercial solar EPC companies.

  • Rooftop EPC specialists for factories and industrial units
  • Warehouse, cold storage and logistics park rooftop installers
  • Campus installers for schools, colleges and hospitals
  • Pay-per-unit (OPEX) rooftop developers
  • Open access and group captive solar developers
  • Ground-mount and solar carport contractors
  • Government and public sector tender EPC companies
  • Operations and maintenance firms adding new installations

Not for

It is not the right fit if.

  • Your team treats the survey as the sale and has no stage for the finance sign-off, so adding steps would not change who owns the gap
  • You quote only small rooftops from a fixed rate card, and each order is signed on the first visit

How it works

How the sales process work runs

The work itself, in order. How an engagement starts, from your brief to a written scope, is set out on our method page.

  1. 1

    Study current deal flow

    We trace how deals actually move today, comparing across reps and outcomes.

  2. 2

    Define the stages

    Clear stages and criteria are designed to match how deals genuinely progress and close.

  3. 3

    Configure the CRM

    The process is built into your CRM so it is enforced structurally, not just documented.

  4. 4

    Train the team

    Reps are trained on the new process and why each stage exists.

  5. 5

    Review adoption

    We check after rollout whether the process is being followed and adjust where it is not.

Where this fits

Three pieces of sales work, in this order.

This work sits inside sales process design, at stage 1, prospecting and lead generation. The audit comes before it, and sales management keeps it running.

  1. Step 1

    Sales audit

    Find where deals are being lost and what to fix first.

    Start here if you cannot say where orders are lost.

  2. Step 2 · you are here

    Sales process design

    One written way to sell, from first enquiry to repeat order.

    Start here if every salesperson sells differently.

  3. Step 3

    Sales management

    A target, a review routine and someone who owns the number.

    Start here if the team has targets and no routine.

Tell us what you need Your brief is read before we call. Scope, fee and term in writing.

FAQ

Questions owners ask before they call.

Not here? More answers, or ask on WhatsApp.

Tell us what you need
At what point should we send a proposal?
After the survey report, and after you know who decides and what the bill shows. A proposal sent on a phone description reads as a price list and invites a bare comparison. If the buyer will not share a bill, say that the proposal cannot be firm.
A buyer asks only for the rate per kWp. What do we do?
Give the basis, ask for the bill and offer a survey, and explain that the same rate can leave out different amounts of work. If the buyer still wants only a number, give a range with what is excluded and record them as a price-only buyer.
Who should run the commercial meeting, the engineer or the sales head?
Take both. The engineer answers load, roof and approvals so the owner's doubts are settled in the room, and the sales head holds the price and terms. If one person does both, the engineer's answers get discounted.
Can a small EPC company run all these steps?
Yes. Two or three people can follow six steps if each is written down and recorded. Skip nothing, but keep each step short. Add a step only when you notice files going wrong at one point, and add it to the written sequence.
How much does it cost?
There is no price list, because the work differs by business. The fee is scoped after we have read your brief and spoken to you, and put in writing before anything starts, split into our time, your media spend and production.
How long is the contract?
The term is agreed in writing after we have spoken, along with the fee and the reporting. It is never a default twelve months, and renewal is decided on the numbers against the baseline recorded at the start.
How soon will we see results?
It depends on the trade, the channel and what is already in place. After we have read your brief and spoken to you, we say what we would expect to move first and how it will be measured against the baseline. Nothing here is guaranteed.
Who will actually do the work?
The person you speak to before anything starts. We work from one office in Nagarbhavi, Bengaluru, with no account managers in between.
What do you need from us?
Your brief, and a conversation. After that, access to whatever this work touches, such as your website, your accounts or your enquiry record, and time with the people who handle your enquiries.
What if we are not happy with the work?
Tell us and the plan changes. Everything is reported against the baseline, so a number that is not moving is visible to both sides. The term is in your written scope, and the refund and cancellation policy sets out the rest.

From the blog

Further reading for commercial solar EPC companies.

All articles

More for commercial solar EPC companies

Everything else we would do for you.

Or start from the overview: sales and marketing for commercial solar EPC companies.

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