Guide
Outsourced solar sales or an in-house salesperson: what to compare
Hiring a salesperson and outsourcing sales can both work. They put different demands on your time and cash. Here is what to compare, honestly.
By Solar BPO · Published · 9 min read
Once enquiries outgrow the owner's evenings, most installers consider two options: employ a salesperson, or use an outsourced sales service. Either can work. The right choice depends on how much sales management you want to do, how steady your enquiry flow is, and how much control you need over each conversation.
We provide outsourced sales, so we have a view. This guide tries to set out the comparison fairly, including where hiring is the better answer.
Start with what the role actually involves
Whichever route you choose, someone needs to:
- Contact new enquiries quickly and qualify them.
- Follow up consistently over days and weeks.
- Prepare designs and proposals within your rules.
- Progress homeowners to a sale subject to site inspection, or to an appointment.
- Keep the CRM accurate so nothing is lost.
If you cannot describe this clearly for your business, neither a hire nor an outsourced team will be set up to succeed.
The comparison
| Factor | In-house salesperson | Outsourced solar sales |
|---|---|---|
| Cost structure | Wages, superannuation, leave, tools and any commission you agree | Agreed monthly fees; with Solar BPO, a monthly minimum credited against installed-sales fees |
| Recruiting and training | Your time to recruit, train on products and manage | Provider recruits, trains and manages |
| Management time | Ongoing coaching, call review and performance management | Reviewing reports and agreeing changes with the provider |
| Product and local knowledge | Can build deep knowledge of your area and products over time | Needs a clear onboarding brief; brings experience across many enquiries |
| Brand and control | Fully yours, in your office | Works under your brand to your rules; you approve pricing and design |
| Cover | Leave and turnover create gaps | Provider is responsible for cover |
| Site presence | Can attend site inspections in person | Remote; your team does site inspections |
Employment costs vary by role, award or agreement, and location. Check current Fair Work guidance and speak with your accountant rather than relying on a generic figure.
When hiring in-house is likely the better choice
- You have a steady, high enquiry flow and time to manage a salesperson properly.
- Your sales are mostly in person, with complex sites that need someone on the roof during the sale.
- You already have a strong sales leader who can recruit and coach.
When outsourcing is likely the better choice
- The owner or lead installer is doing most of the selling and has no time to manage a hire.
- Enquiry volume is uncertain and you want sales effort tied to installed results.
- You want the front end covered while you test whether direct work suits your business.
How Solar BPO pricing compares in practice
To make the outsourced side concrete: a dedicated salesperson costs a monthly minimum of $3,500 (native-English) or $2,500 (Filipino), AUD excluding GST. That minimum is credited against the month's installed-sales fees of $50 per kWp of solar and $50 per kWh of nominal battery capacity. You pay whichever is greater.
Example: six jobs installed in a month, each 6.6 kWp of solar with 13.5 kWh of nominal battery storage, produce $6,030 in fees. With a $3,500 minimum, the total sales-service charge is $6,030, not $9,530. A month with only $2,000 in fees still costs $3,500, and the unused minimum does not carry forward.
Questions to ask any outsourced sales provider
- Exactly where does your work stop and mine start?
- Will the person working my enquiries be dedicated to my business?
- Who sets pricing and who approves designs?
- Which CRM and design tools will you use, and can I see everything?
- What do you charge in a quiet month, and does anything carry forward?
- What happens to the enquiries and records if we stop working together?
The last question matters. With Solar BPO, lead ownership and exit terms are set out in a written proposal, so ask for them before you commit.
Questions about this guide
Is outsourced solar sales cheaper than hiring?
Not automatically. It depends on your enquiry volume, wages, management time and how fees are structured. Compare total cost in a busy month and a quiet month.
Can an outsourced salesperson attend site inspections?
Ours work remotely. Your team does the site inspection and confirms the final design and price.
Can I start outsourced and hire later?
Yes. Some businesses use outsourced sales to establish direct demand and a documented process, then hire. Agree what that transition looks like in your proposal.
Want help with this in your business?
We work enquiries, follow-up and proposals for installers, with your team keeping the site inspection and install.
Sources
General information only, not financial, legal or incentive advice.