Team sign in Better conversations.
Cleaner handoffs.
Practical reading for the people building a career, running a sales team and taking care of the customer along the way.
From the field desk
200 short articles · Page 1Setter or closer: choosing your first solar sales role
The right starting role depends on which part of the customer conversation you can handle reliably today.
Read the field note ↗Sales careersWhat to ask before joining a solar sales team
An interview should help you evaluate the operation as much as it helps the company evaluate you.
Read the field note ↗Sales careersPreparing a solar sales application without industry experience
Relevant experience is broader than previous solar sales. The application should make your transferable skills easy to evaluate.
Read the field note ↗Sales careersHow to compare two sales opportunities
A higher headline commission does not explain the entire working arrangement.
Read the field note ↗Sales careersQuestions to ask about commission payment timing
Knowing a rate is different from knowing when a commission becomes payable.
Read the field note ↗Sales careersBuilding a first-week learning plan for field sales
A new rep benefits from a small set of observable learning goals.
Read the field note ↗Sales careersWhat a useful sales interview example looks like
A specific story gives a hiring team more to evaluate than a list of personality traits.
Read the field note ↗Sales careersMoving from setter to closer responsibly
Closing requires additional judgment, not just a new label on an existing role.
Read the field note ↗Sales careersUnderstanding the Sales Legend path
A combined prospecting-and-closing role needs deliberate control of the calendar.
Read the field note ↗Sales careersWhat to bring to a dealer introduction call
A useful first call starts with a clear picture of your business and the relationship you want.
Read the field note ↗Sales careersEvaluating sales training before accepting a role
Training is easier to evaluate when you can see how learning is checked.
Read the field note ↗Sales careersSetting realistic early sales goals
Early goals should help a new rep learn the work while building consistent activity.
Read the field note ↗Sales careersTalking about your preferred market in an application
A market preference is more useful when you explain the practical reasons behind it.
Read the field note ↗Sales careersHow to describe a career change into home-services sales
A career change can be compelling when you connect previous responsibilities to the new work.
Read the field note ↗Sales careersQuestions to ask about field expenses
Travel and equipment expectations should be understood before you start work.
Read the field note ↗Sales careersOrganizing your first month of sales feedback
Feedback becomes useful when you can revisit the behavior that prompted it.
Read the field note ↗Sales careersEvaluating a sales team’s support structure
Ask how support works when the normal contact is unavailable.
Read the field note ↗Sales careersReturning to sales after a break
Previous experience is valuable, but processes and products may have changed while you were away.
Read the field note ↗Sales careersFollowing up on a recruitment application
A short, specific follow-up is easier to act on than repeated requests for an update.
Read the field note ↗Sales careersChoosing a sales role for long-term development
Look beyond the first title and ask which capabilities the role will help you build.
Read the field note ↗