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Solar Sales Representatives and Assessors

SOC 41-4011.07Job Zone 3 · Medium Preparationv.26.05

Context coveredThis framework covers solar sales and site assessment practice from entry-level residential prospecting through executive-level commercial strategy in the retail and energy services sector.

Sources:O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.SkillsCrosswalkSkillsCrosswalk — O*NET enrichment + adjacency index. Opens in new tab.
Emerging
Entry / Apprentice
  1. Basic solar product brochures and quote templates — compile and distribute under direct supervision during initial customer inquiries.
  2. Prospective customer intake forms — complete and submit following established protocols to gather solar energy needs information.
  3. Solar equipment vocabulary and system components — identify and describe accurately when responding to entry-level customer questions.
  4. CRM software records — enter new customer contact data and lead details under supervisor guidance after each prospect interaction.
  5. Residential site dimensions and roof orientation — record using tape measures and compasses under direction during supervised field assessments.
  6. Standard solar incentive programs and available tax rebates — locate and relay to customers using pre-approved information sheets.
  7. Pre-written sales presentations — deliver using presentation software to small groups of prospective customers with coach support.
  8. Customer solar energy consumption bills and usage data — review and summarize for handoff to senior representatives in familiar residential contexts.
  9. Office suite and email software — draft routine customer correspondence and follow-up messages following approved templates.
  10. Shade and roof pitch observations — document using a structured checklist during entry-level site visits under experienced-representative oversight.
Developing
Mid-level / Established
  1. Solar array production estimates — calculate for standard residential sites by applying climate and shading factors using spreadsheet software with limited oversight.
  2. Customized solar proposals and quotes — prepare independently using CAD and presentation software for straightforward residential or small commercial customers.
  3. Customer funding options, financing terms, and available incentives — explain clearly and accurately during consultative sales conversations.
  4. Site suitability assessments — conduct using tape measures, compasses, and solar analysis software for typical residential rooftop installations.
  5. CRM pipeline records — maintain and update routinely to track leads, follow-ups, and deal stages across an assigned territory.
  6. Solar product and system options — match to customer requirements by evaluating electrical needs, site conditions, and budget in familiar residential contexts.
  7. Video conferencing software — facilitate remote customer consultations and virtual site reviews for prospects outside normal service area.
  8. Inbound and outbound lead generation activities — execute using social outreach and referral programs to develop new accounts consistently.
  9. Standard sales contracts and agreements — review for accuracy and present to customers, addressing common objections with practiced negotiation techniques.
  10. Technical questions about inverter types, panel efficiency, and system warranties — respond to competently during dealer or customer meetings.
Proficient
Senior / Expert IC
  1. Complex solar proposals for commercial or multi-structure sites — develop autonomously, integrating load analysis, shading calculations, and financing structures into compelling customer presentations.
  2. Non-standard site assessments with shading obstructions, irregular roof geometry, or grid-tie complications — evaluate and resolve using advanced software tools and field judgment.
  3. Full sales cycle from lead generation through contract execution — manage independently across residential and commercial accounts in a competitive market territory.
  4. Customer ROI and payback period analyses — construct and communicate persuasively using spreadsheet models calibrated to actual utility rates and incentive schedules.
  5. ERP and project management software — coordinate post-sale handoffs to installation teams, ensuring accurate scope, timeline, and equipment specifications.
  6. Negotiation of contract terms, system upgrades, and financing packages — conduct autonomously to close non-routine or high-value accounts.
  7. Solar regulatory updates, utility interconnection requirements, and evolving incentive structures — monitor through active learning and apply immediately to customer guidance.
  8. Multi-stakeholder customer groups including property owners, facility managers, and financial decision-makers — engage and align using targeted communication and social perceptiveness.
  9. Underperforming leads and stalled pipeline opportunities — diagnose using CRM analytics and execute recovery strategies without supervisory input.
  10. Written proposals and technical documentation — produce at a professional standard that satisfies both customer comprehension and regulatory compliance requirements.
Advanced
Lead / Principal / Executive
  1. Regional solar sales strategy and territory expansion plans — develop and implement at organizational scale, setting measurable revenue and market-share targets.
  2. Sales team competency development programs — design and lead, coaching representatives across all skill levels in site assessment, proposal writing, and customer negotiation.
  3. Enterprise CRM and ERP configuration standards — establish and govern to ensure consistent pipeline visibility, forecasting accuracy, and post-sale coordination across the organization.
  4. Strategic partnerships with installers, financiers, and utility programs — negotiate and structure to expand the company's solar product and service portfolio.
  5. Organizational pricing models, discount authority frameworks, and incentive program adoption — set and refine in response to evolving market conditions and competitor intelligence.
  6. High-stakes commercial or municipal solar contracts — lead from initial assessment through final execution, representing the organization as principal negotiator.
  7. Company-wide site assessment and solar production calculation methodologies — author and standardize, ensuring technical accuracy and compliance with current industry codes.
  8. Market entry decisions for new customer segments or geographic regions — evaluate using complex problem-solving and deductive reasoning, presenting recommendations to executive leadership.
  9. Sales performance metrics and KPI dashboards — design and monitor organization-wide, using data to drive continuous improvement in conversion rates and customer satisfaction.
  10. Industry conferences, trade associations, and regulatory forums — represent the organization as a subject-matter authority, influencing best practices and shaping policy conversations.

AI-at-Work Competency Framework

Sources:Anthropic Economic IndexAnthropic Economic Index — release_2026_03_24. Opens in new tab.Jadhav & Danve, 2026Skill Automation Feasibility Index — Jadhav & Danve, 2026 (arXiv:2604.06906). Opens in new tab.WEF Skills TaxonomyWEF Skills Taxonomy 2021 — Building a Common Language for Skills at Work. Opens in new tab.
Subscriber feature

Authoritative source data identified for 998 occupations

How a worker at each mastery level uses, directs, and evaluates AI tools in this occupation. Each statement cites its evidence inline; click a citation chip to verify the source.

Emerging
  1. AI-assisted proposal drafting — uses an LLM to generate first-draft quotes and customer-facing proposal templates, then reviews each output for accuracy against site-specific data before presenting to prospective customers Anthropic Economic IndexAnthropic Economic Index — release_2026_03_24. Opens in new tab..
  2. Incentive and rebate lookup — prompts an AI assistant to surface current federal, state, and utility solar incentives, then verifies figures against official program documents before quoting customers Anthropic Economic IndexAnthropic Economic Index — release_2026_03_24. Opens in new tab..
Developing
  1. Solar resource calculation support — directs an AI tool to model preliminary energy production estimates based on roof orientation, shading inputs, and local climate data, then cross-checks results against industry calculators before committing to a proposal Anthropic Economic IndexAnthropic Economic Index — release_2026_03_24. Opens in new tab. Jadhav & Danve, 2026Skill Automation Feasibility Index — Jadhav & Danve, 2026 (arXiv:2604.06906). Opens in new tab..
  2. Customer needs summarization — feeds notes from discovery conversations into an AI assistant to extract and organize key energy requirements and site conditions, retaining judgment on which findings drive product selection WEF Skills TaxonomyWEF Skills Taxonomy 2021 — Building a Common Language for Skills at Work. Opens in new tab..
  3. Objection-response scripting — uses an AI assistant to draft responses to common customer objections about cost, ROI, and reliability, then adapts language in live conversations using practiced speaking and active-listening skills Jadhav & Danve, 2026Skill Automation Feasibility Index — Jadhav & Danve, 2026 (arXiv:2604.06906). Opens in new tab..
Proficient
  1. End-to-end proposal orchestration — directs an AI assistant through sequential tasks covering load analysis, system sizing, financing options, and incentive stacking to produce a complete customer package, with the representative authoring all final recommendations Anthropic Economic IndexAnthropic Economic Index — release_2026_03_24. Opens in new tab. WEF Skills TaxonomyWEF Skills Taxonomy 2021 — Building a Common Language for Skills at Work. Opens in new tab..
  2. Competitive comparison automation — hands off structured product and pricing data to an AI tool to generate side-by-side system comparisons, then applies critical thinking to select and present the option best matched to customer priorities Jadhav & Danve, 2026Skill Automation Feasibility Index — Jadhav & Danve, 2026 (arXiv:2604.06906). Opens in new tab..
  3. Contract and presentation refinement — uses AI-generated drafts as the baseline for contracts and slide decks, applying persuasion and service-orientation judgment to sharpen messaging and close language before every customer meeting Anthropic Economic IndexAnthropic Economic Index — release_2026_03_24. Opens in new tab. WEF Skills TaxonomyWEF Skills Taxonomy 2021 — Building a Common Language for Skills at Work. Opens in new tab..
Advanced
  1. AI workflow integration leadership — designs repeatable AI-assisted sales workflows that compress proposal cycle time dramatically, calibrating which tasks are delegated to AI versus retained for human relationship management in a Q2 augmented-skills environment Anthropic Economic IndexAnthropic Economic Index — release_2026_03_24. Opens in new tab. Jadhav & Danve, 2026Skill Automation Feasibility Index — Jadhav & Danve, 2026 (arXiv:2604.06906). Opens in new tab..
  2. High-autonomy task delegation with oversight — assigns complex, multi-variable site assessments and funding scenario analyses to AI agents operating at elevated autonomy, then applies expert review to validate outputs before customer delivery and maintains accountability for all recommendations Anthropic Economic IndexAnthropic Economic Index — release_2026_03_24. Opens in new tab. WEF Skills TaxonomyWEF Skills Taxonomy 2021 — Building a Common Language for Skills at Work. Opens in new tab..
Evidence pack
AEI usage
Task observations: 258
Augment share: 25.8%
Time saved: 87.4%
AI autonomy: 3.01
SAFI positioning
Top skill: Speaking
Score: 48.5 / 100
Quadrant: Q2_ai_augmented
precision: exact
WEF cluster
Human-Technology Interaction
human_technology_interaction
Sources:Anthropic Economic IndexAnthropic Economic Index — release_2026_03_24. Opens in new tab.Jadhav & Danve, 2026Skill Automation Feasibility Index — Jadhav & Danve, 2026 (arXiv:2604.06906). Opens in new tab.WEF Skills TaxonomyWEF Skills Taxonomy 2021 — Building a Common Language for Skills at Work. Opens in new tab.

Pathsmith Durable Skills Framework

Sources:Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
Subscriber feature

Ten durable-skill domains mapped to four proficiency/role levels for each occupation. Each statement is aligned to the Pathsmith taxonomy, derived from trusted grounding data and mapped to occupation-specific O*NET tasks and skills.

1Communication16 statements
Emerging
  1. Solar terminology introduction — explains basic solar panel components and energy generation concepts to prospective customers using plain language Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab. O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  2. Proposal template use — completes pre-formatted solar quotes and proposals under supervisor guidance for simple residential accounts O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  3. Customer intake scripting — follows structured question scripts to gather household energy usage data from prospective solar customers O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  4. Written communication basics — drafts routine email responses to customer inquiries about solar pricing and incentive programs using standard templates Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
Developing
  1. Site condition explanation — communicates shading, roof orientation, and sun exposure findings to customers in accessible, non-technical terms Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab. O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  2. Funding options presentation — explains solar financing structures, tax rebates, and incentive programs clearly to customers with varied financial literacy levels O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  3. Needs-based questioning — conducts open-ended discovery conversations to identify customer energy goals and usage patterns without relying on scripts Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab. O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  4. Proposal narrative writing — drafts customized solar proposals with clear cost-benefit sections tailored to each customer's site and energy profile O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
Applying
  1. Technical-to-layperson translation — converts solar array production calculations and system specifications into customer-friendly value narratives during sales presentations Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab. O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  2. Objection response communication — addresses customer concerns about cost, aesthetics, and technology reliability with evidence-based, confident explanations O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  3. Multi-stakeholder briefing — presents solar system designs and ROI projections to households with multiple decision-makers, adjusting messaging per audience Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
  4. Contract and warranty explanation — walks customers through solar purchase agreements, warranty terms, and interconnection documentation with precision and clarity O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
Exceeding
  1. Solar education leadership — develops and delivers community presentations or dealer training sessions that build broad understanding of solar value propositions Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab. O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  2. Cross-channel communication strategy — authors proposal frameworks, pitch decks, and customer FAQ resources adopted as team standards Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
  3. Complex negotiation communication — leads high-stakes commercial solar contract discussions, translating technical system design trade-offs into business-outcome language O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  4. Mentored communication coaching — coaches junior representatives on discovery questioning, objection handling, and proposal writing through observed practice and feedback Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
2Leadership16 statements
Emerging
  1. Personal accountability initiation — takes ownership of assigned customer leads and follows through on commitments to schedule site assessments without prompting Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
  2. Self-directed prospecting — independently generates solar customer leads through referrals and canvassing without waiting for assignments O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  3. Team norms contribution — participates in sales team meetings by sharing early observations about customer objections or product questions Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
  4. Initiative in learning — seeks out product training on new solar panels or inverter technologies before assigned by management Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
Developing
  1. Lead pipeline ownership — manages a personal customer lead pipeline from initial contact through proposal delivery, setting priorities without daily supervision Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab. O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  2. Peer knowledge sharing — shares effective site assessment techniques or closing approaches with newer team members during team huddles Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
  3. Customer relationship stewardship — takes responsibility for post-proposal follow-up cadence and ensures no prospective account goes uncontacted O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  4. Problem escalation judgment — identifies when a complex commercial site assessment requires supervisor involvement and initiates that escalation proactively Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
Applying
  1. Territory leadership — manages a defined geographic sales territory, setting quarterly prospecting goals and adjusting tactics to meet revenue targets O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  2. Onboarding contribution — guides newly hired solar sales representatives through site assessment procedures and proposal tools during their first weeks Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
  3. Dealer relationship management — takes initiative to develop and maintain productive relationships with solar equipment dealer partners to expand referral pipelines O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  4. Cross-functional coordination — leads coordination between sales, installation, and permitting teams to ensure smooth customer handoffs after contract signing Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
Exceeding
  1. Sales team mentorship — formally mentors junior solar sales representatives, establishing structured coaching plans tied to measurable performance outcomes Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
  2. Market strategy influence — develops territory expansion strategies or new customer segment approaches adopted by regional sales leadership O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  3. Organizational standard-setting — authors best-practice playbooks for solar site assessment and proposal development used across the sales organization Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
  4. Industry representation — represents the organization at solar energy trade events or community forums, building brand credibility and generating strategic partnerships O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
3Metacognition16 statements
Emerging
  1. Sales call reflection — reviews outcomes of prospecting calls to identify what questions generated useful customer information versus what fell flat Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
  2. Learning gap identification — recognizes when unfamiliarity with solar incentive programs or net metering policies is limiting customer conversations and seeks resources Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab. O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  3. Proposal quality self-check — reviews completed solar proposals against a checklist before submission to catch missing cost or system detail items Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
  4. Feedback receptivity — receives manager feedback on site assessment reports or proposal quality and incorporates corrections in the next attempt Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
Developing
  1. Conversion rate analysis — tracks personal lead-to-close ratios and identifies patterns in which customer profiles or outreach approaches yield higher success Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab. O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  2. Knowledge calibration — distinguishes between solar technical topics where personal knowledge is reliable versus areas requiring verification before advising customers Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
  3. Presentation strategy adjustment — reflects on customer reactions during solar presentations and adjusts pacing, depth, or emphasis in subsequent meetings Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab. O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  4. Goal-setting practice — sets weekly prospecting and pipeline advancement goals and evaluates progress at week's end to inform the next cycle Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
Applying
  1. Sales strategy monitoring — monitors which solar product recommendations, financing pitches, or incentive framings produce the best customer engagement and self-corrects regularly Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab. O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  2. Technical knowledge boundaries — consistently identifies the boundary between sales-level solar system knowledge and engineering-level detail, redirecting customers to appropriate specialists Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
  3. Learning plan execution — designs and follows a personal development plan covering new solar technologies, updated incentive legislation, and sales skill improvement areas Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
  4. Cognitive bias awareness — recognizes when confirmation bias or anchoring is affecting site assessment conclusions and applies deliberate correction strategies Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
Exceeding
  1. Metacognitive modeling — explicitly coaches sales team members on how to reflect on lost deals, extract lessons, and adjust their sales approach systematically Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
  2. Strategic self-assessment — conducts periodic deep reviews of personal sales performance data, identifying systemic patterns that inform territory strategy revisions Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab. O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  3. Adaptive learning advocacy — champions team-level after-action review processes following major contract wins or losses to build collective metacognitive practice Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
  4. Knowledge architecture — builds personal and shareable reference systems that organize evolving solar incentive policy, product specifications, and site assessment criteria for rapid retrieval Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
4Critical Thinking16 statements
Emerging
  1. Incentive program comparison — identifies differences between available federal, state, and local solar incentive programs when preparing basic customer information packages O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  2. Site feasibility recognition — identifies obvious site disqualifiers such as heavy shading or structurally unsuitable roofs during initial customer conversations O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  3. Proposal accuracy checking — reviews solar quotes to verify that system size, pricing, and projected output figures are internally consistent before submission Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
  4. Customer need identification — distinguishes between customers seeking cost savings, energy independence, or environmental impact reduction to select relevant talking points O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
Developing
  1. Production calculation validation — evaluates solar array output estimates by cross-checking climate data, roof orientation, and shading inputs for logical consistency Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab. O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  2. Financing option analysis — compares loan, lease, and power purchase agreement structures to determine which best fits a specific customer's financial situation O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  3. Objection root cause analysis — identifies whether a customer's hesitation stems from financial concern, trust deficit, or technical misunderstanding and responds accordingly Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab. O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  4. Competitive proposal evaluation — assesses competitor solar quotes brought by customers, identifying assumptions or omissions that affect fair comparison Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
Applying
  1. Complex site assessment reasoning — synthesizes roof condition, shading analysis, utility rate structure, and load data to produce well-reasoned system size recommendations Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab. O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  2. Risk factor identification — evaluates site and customer-specific risks such as HOA restrictions, aging electrical panels, or unfavorable utility interconnection policies before finalizing proposals O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  3. Evidence-based persuasion — builds solar ROI arguments grounded in verified utility rate data, production estimates, and applicable incentive calculations rather than generalizations Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab. O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  4. Contract condition scrutiny — critically reviews contract terms, warranty language, and financing conditions to ensure they accurately represent agreed customer commitments O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
Exceeding
  1. Portfolio-level critical analysis — analyzes patterns across dozens of closed and lost solar deals to identify systemic product, pricing, or process factors affecting win rates Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
  2. Policy impact assessment — evaluates the implications of proposed or enacted changes to net metering, interconnection rules, or tax credit structures on sales strategy O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  3. System design trade-off adjudication — applies rigorous analysis to complex commercial system configuration decisions involving competing cost, performance, and aesthetic constraints Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab. O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  4. Team reasoning standard — establishes critical thinking checkpoints in the team's proposal review process to reduce errors in production estimates and incentive calculations Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
5Collaboration16 statements
Emerging
  1. Installation team coordination basics — communicates confirmed sale details to installation coordinators using required handoff documentation formats Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab. O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  2. Internal resource use — asks colleagues or technical staff for assistance with unfamiliar solar system specifications when needed to serve a customer Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
  3. Shared pipeline transparency — updates shared customer relationship management tools so teammates and managers have visibility into account status O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  4. Peer learning participation — engages in team sales meetings and product training sessions as an active, contributing participant Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
Developing
  1. Cross-functional handoff quality — collaborates with installation, permitting, and financing teams to ensure customers experience seamless transitions after contract signing Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab. O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  2. Co-selling coordination — works alongside dealer partners or referral sources to jointly develop customer prospects, aligning on roles and messaging O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  3. Conflict navigation — addresses disagreements with internal teams about site feasibility or system specifications through direct, respectful dialogue Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
  4. Shared goal alignment — aligns personal sales targets with team quotas and adjusts prospecting efforts to support colleagues during high-demand periods Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
Applying
  1. Dealer partner development — builds productive collaborative relationships with solar equipment dealers, jointly planning lead generation and customer qualification activities O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  2. Interdepartmental problem-solving — convenes sales, engineering, and operations colleagues to resolve complex customer installation challenges before they escalate Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
  3. Customer-facing team coordination — coordinates unified messaging across sales and customer service functions to ensure consistent post-sale customer experience O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  4. Diverse perspective integration — incorporates input from customers, installers, and financing partners when developing system recommendations for complex projects Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
Exceeding
  1. Regional collaboration framework — designs and implements structured collaboration protocols between sales, installation, and permitting teams that reduce handoff errors and customer complaints Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
  2. Partnership ecosystem development — cultivates a network of referral partners, dealers, and community organizations that collectively amplify team lead generation capacity O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  3. Team conflict facilitation — mediates recurring tensions between sales and operations teams around timeline commitments and manages resolution to improved mutual agreements Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
  4. Collaborative culture modeling — demonstrates and coaches team norms of information sharing, joint problem-solving, and mutual accountability that elevate overall team performance Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
6Character16 statements
Emerging
  1. Honest product representation — accurately describes solar system capabilities and limitations to prospective customers without overstating energy production or savings estimates Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab. O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  2. Appointment commitment — arrives prepared and on time to customer site assessments and follows through on promised information delivery Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
  3. Confidentiality respect — handles customer financial and property information with appropriate discretion during and after the sales process Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
  4. Regulatory compliance awareness — learns and follows applicable solar sales regulations, licensing requirements, and consumer protection rules O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
Developing
  1. Transparent incentive communication — clearly discloses the conditions, expiration timelines, and limitations of solar tax credits and rebates rather than presenting best-case scenarios only Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab. O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  2. Ethical objection handling — responds to customer hesitation with accurate information rather than pressure tactics or misleading urgency framing Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
  3. Accountability for errors — acknowledges and corrects proposal calculation mistakes or miscommunicated terms promptly without deflecting responsibility Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
  4. Professional boundary maintenance — maintains appropriate professional boundaries with customers and dealer partners even when doing so risks a sale Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
Applying
  1. Customer interest prioritization — recommends solar system sizes and configurations genuinely suited to customer needs even when a larger system would yield higher commission Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab. O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  2. Consistent ethical conduct — applies the same ethical standards to difficult sales situations as to routine ones, without adjustment based on deal size or customer sophistication Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
  3. Conflict of interest management — discloses and appropriately manages situations where personal incentives could bias product selection or financing recommendations Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
  4. Professional reputation stewardship — acts in ways that protect both personal and organizational reputation in customer, dealer, and community interactions Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
Exceeding
  1. Ethics standard modeling — articulates and demonstrates a clear personal ethical code for solar sales practice that influences team culture and peer behavior Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
  2. Whistleblower courage — identifies and reports misleading sales practices or compliance violations within the team or organization despite potential personal cost Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
  3. Customer advocacy leadership — champions internal policy changes that better protect customer interests in contract terms, warranty claims, or financing disclosures Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab. O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  4. Industry ethics contribution — participates in solar industry associations or consumer protection forums to help shape ethical sales standards beyond the organization Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
7Creativity16 statements
Emerging
  1. Prospecting channel experimentation — tries alternative lead generation approaches such as neighborhood canvassing routes, community events, or social referral requests O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  2. Proposal visual improvement — incorporates simple visual aids like diagrams or charts into solar proposals to improve customer comprehension Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
  3. Objection reframing attempt — experiments with new angles for addressing common objections like upfront cost or aesthetic concerns when standard responses fall short Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
  4. Customer scenario imagining — generates vivid before-and-after energy cost scenarios to help customers viscerally understand solar savings potential Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab. O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
Developing
  1. Custom presentation design — creates tailored solar presentations that reflect each customer's specific usage patterns, property characteristics, and financial priorities Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab. O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  2. Lead generation innovation — develops novel referral programs, community partnership models, or digital outreach strategies to expand the customer pipeline O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  3. Problem-solving under constraint — devises workable solar solutions for technically challenging sites such as partially shaded roofs or unusual orientations Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab. O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  4. Financing structure creativity — identifies non-standard financing combinations or incentive stacking approaches that make solar viable for cost-constrained customers O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
Applying
  1. Proposal differentiation — designs solar proposals that stand out from competitors through compelling storytelling, unique visual design, and customer-specific financial modeling Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab. O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  2. New market segment development — identifies and develops approaches to underserved customer segments such as agricultural, small commercial, or low-income residential markets O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  3. Site constraint workaround — generates creative system design alternatives for non-standard properties that installers can implement without compromising performance Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab. O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  4. Customer experience innovation — introduces creative elements to the sales process such as virtual site tours, interactive ROI tools, or peer testimonial formats Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
Exceeding
  1. Sales methodology invention — creates novel solar sales frameworks or customer education approaches that the broader team adopts as standard practice Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
  2. Product-market fit innovation — identifies unmet customer needs and works with product or supplier partners to develop new solar service or financing offerings O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  3. Creative problem-solving mentorship — coaches team members on applying creative thinking to overcome complex site, financial, or customer resistance challenges Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
  4. Market development creativity — conceives and executes innovative community solar programs or partnership models that open new revenue streams for the organization O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
8Growth Mindset16 statements
Emerging
  1. Technical knowledge pursuit — enrolls in available solar product training, NABCEP preparation resources, or incentive policy webinars to build foundational expertise Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab. O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  2. Rejection reframing — treats declined solar proposals or unanswered prospecting calls as learning data rather than personal failure Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
  3. Feedback seeking — proactively asks managers or senior colleagues to review solar proposals or observe sales calls and provide developmental feedback Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
  4. Challenge acceptance — volunteers for difficult prospecting territories or unfamiliar customer segments as opportunities to develop new skills Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
Developing
  1. Lost deal learning — conducts structured post-mortems on lost solar sales to extract specific lessons applicable to future proposals and customer conversations Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab. O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  2. Skill gap closing — identifies specific solar knowledge or sales skill deficiencies from performance data and pursues targeted training to address them Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
  3. Constructive criticism integration — incorporates critical feedback on proposal quality or site assessment accuracy into visible practice changes within two sales cycles Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
  4. Stretch goal setting — voluntarily sets solar sales targets above assigned minimums to accelerate personal skill and performance development Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
Applying
  1. Continuous market learning — systematically tracks changes in solar panel technology, battery storage advances, utility rate structures, and incentive legislation to stay current O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  2. Performance plateau response — when sales conversion rates plateau, diagnoses contributing factors and experiments with adjusted approaches rather than accepting stagnation Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
  3. Peer learning reciprocity — both teaches effective practices to newer colleagues and actively learns from peers with different successful techniques Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
  4. Setback resilience modeling — returns from a major lost contract or prospecting dry spell with documented plan adjustments and sustained effort Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
Exceeding
  1. Team growth culture creation — establishes team rituals such as win-loss reviews, skill shares, and stretch challenges that institutionalize growth mindset practice Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
  2. Industry evolution adaptation — proactively restructures personal sales approach in response to major market shifts such as net metering policy changes or new battery storage economics O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  3. Learning organization contribution — contributes original research, case studies, or training content based on personal field experience to organizational and industry knowledge bases Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
  4. Mentee development commitment — invests sustained effort in developing junior solar sales representatives' growth mindsets, not just their product knowledge or closing skills Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
9Mindfulness16 statements
Emerging
  1. Customer signal awareness — notices shifts in customer body language, tone, or engagement level during solar presentations and adjusts pacing accordingly Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab. O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  2. Emotional state check-in — pauses before entering difficult customer conversations such as price objection discussions to center attention and reduce reactive responses Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
  3. Distraction management — minimizes phone and notification interruptions during customer site assessments to maintain focused engagement Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
  4. Stress recognition — identifies early signs of personal stress from a heavy prospecting load or difficult sales period before performance deteriorates Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
Developing
  1. Active listening depth — maintains undivided attention during customer energy needs interviews, noticing unstated concerns or hesitations beneath surface-level questions Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab. O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  2. Emotional regulation in negotiation — manages frustration or disappointment during difficult solar contract negotiations without allowing it to disrupt professional communication Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab. O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  3. Intentional preparation — deliberately reviews customer account context and personal communication goals before each sales meeting rather than entering reactively Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
  4. Recovery practice — uses brief, consistent mindfulness practices between high-pressure customer interactions to restore attentional focus and emotional equilibrium Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
Applying
  1. Presence in complex assessments — maintains attentive, systematic focus during multi-variable site assessments involving competing data inputs without cognitive shortcuts Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab. O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  2. Customer emotional attunement — accurately reads customer anxiety about financial commitment or technology unfamiliarity and responds with appropriately paced, reassuring communication Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab. O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  3. Reactive impulse management — resists the impulse to fill customer silence or override objections prematurely, allowing space for customer reflection and authentic engagement Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
  4. Workload awareness — monitors personal pipeline load, energy levels, and attention quality to proactively prevent performance decline during high-volume sales periods Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
Exceeding
  1. Team mindfulness modeling — demonstrates and articulates mindful sales practices to team members, including attentive listening, emotional regulation, and intentional preparation routines Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
  2. High-stakes composure — maintains clear judgment and composed communication during complex commercial solar negotiations or adversarial customer interactions Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab. O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  3. Organizational culture influence — advocates for sales team practices such as structured pre-call preparation and post-day reflection that embed mindfulness into team operations Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
  4. Systemic attention management — designs personal and team workflow structures that protect deep focus time for proposal development and site analysis amid continuous interruption pressures Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
10Fortitude16 statements
Emerging
  1. Prospecting persistence — continues lead generation outreach through repeated unanswered contacts and early rejections without abandoning the effort Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab. O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  2. Rejection tolerance — maintains professional composure and continues daily activity after a prospective customer declines a solar proposal Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
  3. Difficult question response — addresses tough customer questions about solar technology limitations or payback timelines honestly rather than avoiding them Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
  4. Ambiguity tolerance — proceeds with site assessments and proposals when site conditions or incentive program details are partially unclear rather than waiting for perfect information Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
Developing
  1. Sales drought endurance — sustains disciplined prospecting and proposal activity through extended periods of low conversion without reverting to shortcuts or abandoning standards Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
  2. Complex site persistence — works through technically challenging site assessments involving unusual shading patterns or structural constraints without prematurely abandoning the opportunity Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab. O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  3. Customer pressure resistance — maintains recommended system sizing and honest savings projections under pressure from customers seeking inflated estimates to justify purchase Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab. O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  4. Competitive adversity response — responds to aggressive competitor undercutting with a disciplined focus on value differentiation rather than reactive price concessions Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
Applying
  1. Market disruption navigation — sustains effective performance through significant solar market disruptions such as incentive policy changes, supply shortages, or utility interconnection delays O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  2. Sustained high activity — maintains a full prospecting and proposal pipeline across extended periods, resisting complacency during high-performing months Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
  3. Difficult customer endurance — professionally sustains engagement with demanding, skeptical, or indecisive customers through extended sales cycles without abandoning the relationship Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab. O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  4. Regulatory complexity persistence — works through complex permitting, HOA approval, or utility interconnection challenges on behalf of committed customers rather than dropping difficult cases O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
Exceeding
  1. Adversity modeling — demonstrates sustained, high-quality performance through market downturns or organizational change, serving as a visible example of resilience for the sales team Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
  2. Team fortitude building — coaches team members through individual performance slumps and market adversity with structured encouragement, accountability, and strategy adjustment Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
  3. Systemic barrier challenge — persistently pursues resolution of systemic obstacles to customer solar access such as inequitable utility interconnection policies or restrictive HOA rules Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab. O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  4. Long-cycle commercial persistence — sustains organized, professional pursuit of large commercial solar contracts through multi-year sales cycles involving repeated stakeholder changes and proposal revisions O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
Sources:Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
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O*NET enrichment · skillscrosswalk.com

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Source anchors that ground each statement

Related titles
Canvasser · Energy Consultant · Residential Solar Consultant · Residential Solar Sales Consultant · Retail Solar Advisor · Sales Associate · Sales Consultant · Sales Representative (Sales Rep) · Sales Specialist · Salesman · Solar Advisor · Solar Business Developer
RAPIDS apprenticeships
—
O*NET skills
SpeakingPersuasionService OrientationReading ComprehensionActive ListeningCritical ThinkingSocial PerceptivenessNegotiationWritingActive LearningComplex Problem SolvingJudgment and Decision MakingCoordinationMonitoring
Knowledge domains
Customer and Personal ServiceSales and MarketingDesignEnglish LanguageMathematicsBuilding and ConstructionAdministrativeAdministration and ManagementComputers and Electronics
Abilities
Oral ExpressionOral ComprehensionSpeech ClarityWritten ComprehensionSpeech RecognitionProblem SensitivityDeductive ReasoningWritten ExpressionNear VisionFar Vision
Work styles
—
Technology
Document management softwareComputer aided design CAD softwareCustomer relationship management CRM softwareVideo conferencing softwareOffice suite softwareEnterprise resource planning ERP softwareSpreadsheet softwareElectronic mail softwarePresentation softwareProject management software
Tasks · seed anchors for statements
  1. Prepare proposals, quotes, contracts, or presentations for potential solar customers.
  2. Select solar energy products, systems, or services for customers based on electrical energy requirements, site conditions, price, or other factors.
  3. Provide customers with information, such as quotes, orders, sales, shipping, warranties, credit, funding options, incentives, or tax rebates.
  4. Gather information from prospective customers to identify their solar energy needs.
  5. Calculate potential solar resources or solar array production for a particular site considering issues such as climate, shading, and roof orientation.
  6. Generate solar energy customer leads to develop new accounts.
  7. Provide technical information about solar power, solar systems, equipment, and services to potential customers or dealers.
  8. Assess sites to determine suitability for solar equipment, using equipment such as tape measures, compasses, and computer software.
CIP education codes
52.1804

Sources: O*NET v30.2 (CC BY 4.0), SkillsCrosswalk.com, LER.me, Anthropic Economic Index, SAFI (Jadhav & Danve, 2026), WEF Skills Taxonomy 2021, Pathsmith Durable Skills Framework. © 2026 EBSCOed.