Converting a Deal

As an Account Manager, you own the account from start to finish once the sale has been made! The first time you encounter a new account, will be with the closing docs!

Closing docs will be sent to you via email, at which point you will need to begin the "Deal Conversion" process!

From this email, you will open all attachments

Once all attachments have been opened, you will open ZOHO CRM and SOLO

In both of the programs, you will search the name listed on the contract :

If the name pulls in SOLO, but not in ZOHO, you will then want to try searching the address listed on contract in our CRM

From here, you will open the address associated with the lead, even if it is under a different name!

Now, you have all the tools needed to begin your deal conversion!

When a lead does not already exist in ZOHO, create one from the Leads page using the Create Lead button and fill in the customer details from the contract and Solo.

This will bring up a blank lead shell that needs to be filled in and saved. We will go over what to fill in next!

Make sure every field in the lead matches the contract exactly. Use the Edit button, then update name, phone, email, and address.

In Solo, set the Sales Rep and Setter. If the Sales Rep is a Dealer, add "(D)" after the customer's last name.

Verify the Lead Source/Setter on the contract and mirror it in the CRM.

All of the important details of the sale will be listed in the first note in the customer's account! Below you will find a guide on where to find needed information. You can copy and paste a template from our reference sheet in OneDrive!

You will list the following information in a note titled "Sale Details"

• (OFFSET) (PAYMENT METHOD + LOAN DETAILS) ((Cost of System)) - found in SOLO on the proposal
• MOD TYPE ((PANEL COUNT)) - Found in SOLO on the proposal, verified on the contract
• System Size – 0.0KW - Found in SOLO on the proposal, verified on the contract
• 0.00 EPC - Found in SOLO, on the proposal, in the "Pricing" tab, noted at the top as "Base Price Per Watt"
• Dealer Fee 0% - Found in SOLO, on the proposal, in the "Pricing" tab
• Cell Chip - Found in SOLO, on the proposal, in the "Pricing" tab WHEN APPLICABLE, THIS WILL NOT ALWAYS A PART OF THE DEAL
• 25y inv. Warranty - Found in SOLO, on the proposal, in the "Pricing" tab THIS SHOULD ALWAYS BE LISTED/ A PART OF THE DEAL
• ADDITIONAL ADDERS - Found in SOLO, on the proposal, in the "Adders" tab
• AHJ - found by searching the address in the county assessors site, or using the AHJ Registry

To open the proposal you will:

Hover your mouse over the Sun icon the the left hand side of the SOLO web page

Click "Solar"

This will open a new screen, where you will click "View"

This opens the proposal in a new browser tab.

Once the proposal has been opened, you will want to download it as is so that we have the Original copy for reference of what was sold! To do this, you will click the 3 lines in the top right hand corner of the Proposal

This will open a list of options, from which you will select "Export to PDF"

Export will begin in the background—continue to the next steps while it downloads.

Once the proposal is open, you will see three lines in the top right hand corner of the screen

Click that, and it will open a list for you, at the very top you will find both the pricing and the adders tab!

Info found in the pricing tab!

In the adders tab, you will know something needs to be listed if there is a blue check mark next to it! Be sure to also list the pricing in parenthesis beside it!

There are times there may be adders/ efficiency items listed on the contract but not selected in SOLO - this means that the pricing does not reflect the adder being a part of the deal.

If this is the case, the adder will need to be listed in the Sale Details, and noted that it is listed on the contract, but not priced in

EX: Cell Card Monitoring is listed on the contract but not priced in

This line item will be noted at the bottom of the Sale details note

Now that you have all the tools, resources & information, it is time to complete your note in the CRM!

Here is how the final note should look:

Sunnova/Lease

The next step before converting the lead into a deal is to verify usage/ offset & make the New Deal note

This should read as follows:

You will be able to determine where the signature occurred in the Docs tab in SOLO:

Signed in Person :

Signed in Email :

Once usage has been verified, along with noting offset changes, the updated proposal will need to be downloaded to be saved later on!

Verifying usage will look a few different ways

The first step in pulling usage through APS is logging in to the customers account!

To get to the login portal, enter "APS Login" to the browser search bar, the first link listed will direct you to the portal

Here you will enter the login information that was provided on the Utility Login doc (sometimes, the login is also provided in the "Customer Notes" in SOLO

Once logged in, you will be directed to the customers main dashboard

Before pulling the usage, download the bill while you are already logged into the account, as this will save the team a step later in the process

To download the bill, you will click the "Bill"

Once the bill has loaded on the screen, click the down arrow next to "Download Bill"

Once the bill is finished downloading, click the "Usage" tab at the top of the screen, it it right next to the "Bills" tab!

This will reroute you to a new screen, on which you will find a blue link that says "Download Usage"

Once you click on it, you will be given a drop down with 3 options, select "Download Bill Data History"

This will once again reroute you to a new screen - this screen there will be two drop down menu options, start by clicking the "Account", ensure all accounts are selected

Then, select the "Bills" and Select "Last 12 Bills", if that is not an option, Select "All available bills"

Once these options have been selected, click the blue “Download” button

This will automatically download an excel spreadsheet

Once you click on it - you will get the following pop-up

Select "Yes"

You will then want to expand column D to double check that the address of usage is the same address on the contract

Once that has been confirmed, hi-light column K, this will automatically provide the sum of the annual usage in the bottom right hand corner

The Sum is the number that you will input into the SOLO proposal in order to verify offset/usage!

The first step in pulling usage through SRP is logging in to the customers account!

To get to the login portal, enter "SRP Login" to the browser search bar, the first link listed will direct you to the portal

Here you will enter the login information that was provided on the Utility Login doc (sometimes, the login is also provided in the "Customer Notes" in SOLO

Once logged in, you will be directed to the customers main dashboard, click the "Usage" tab at the top of the screen

Adjust the usage data to show KWH & Billing Month

Using the mouse to

Finally, you will notate any details of the sale left for you by the sales rep in the SOLO Notes

These will be found in the "Customer Notes" tab in SOLO

This note can be copy and pasted from the SOLO notes to the CRM

Here is how your notes should look all put together:

Finally, you are ready to create the deal, to do this you will go to the top right hand corner of the CRM and click "Convert"

This will route to a new screen, where you will select "Create a new Deal for this Contact."

This will open a drop down of boxes to be filled in with the deal information!

Once all of this information has been filled in, Click "Convert" at the bottom of the page

Once you are finished converting, head into the deal to complete the finishing touches!

Transfer any customer notes from SOLO into the Customer Notes in CRM

Update the APS information, mark as missing if it was not provided by the rep. Once information is obtained at intro call, update accordingly!

Update the applicable dealer name

Lastly, you will save all documents to the HO's one drive folder & Upload to CRM

Once completed, you are ready to move in to your Intro Call!

When saving documents to the one drive folder, we need to ensure that the docs are named the same way across the board.

You will also want to Extract page 3 (graph) of the final proposal to save for the Final Packet

The documents should be named as follows: