Marijuana Business Magazine - January 2017

H¬RE LEARN¬NG by Bart Schaneman EXECUTIVE SUMMARY Hiring a salesperson can have a major impact on the success of your cannabis business. When staffing your sales team: • Look for a candidate who is a born salesperson – including someone with a thick skin who can handle rejection. • Err on the side of professionalism first, cannabis knowledge second. • Know that word of mouth is a great way to find candidates. • Pay your sales team a combination of a set salary and a commission that will keep people motivated to hit their quotas. • Set realistic sales quotas and clear expectations for performance. S alespeople can make or break your business – especially in the world of cannabis, where the path to a successful close can be dif- ferent than in other industries and first impressions are immensely important. When hiring a sales representa- tive, it’s important to remember that you’ll be sending this person into the marketplace as the face of your com- pany. These people will be pitching your product or service to growers, retailers and others. So it’s crucial this person reflects your values, your type of product and your corporate culture. If you’re How to Hire, Train and Manage a Salesperson for Your Cannabis Company Lawrence Hudson, right, vice president of sales at Dr. Kerklaan Therapeutics, meets with a client at a dispensary. Photo courtesy of Dr. Kerklaan Therapeutics 88 • Marijuana Business Magazine • January 2018