Cannabis related jobs are highly coveted, and sales reps are in high demand. Sales reps are the front line of your business, in any industry, and often thought of as having the “fun” job. Sales is fun, but it is also a job with long hours and high expectations. There are plenty of great books out there that provide tips on becoming a solid sales rep, and all of those tips are applicable in any industry. However, Cannabis Sales is different – the culture, the structures, the sales cycles, and sales management – I’ve never seen anything like it. Cannabis is a young industry, which makes it appealing, but its youth also presents pitfalls. As a successful cannabis industry professional, and highly successful former medical sales professional and entrepreneur, I have seen many young cannabis companies stumble when faced with the pitfalls of planning a sales team, running the sales department, properly structuring territory sales goals, and properly managing a sales team. In this handbook, I set out to address some of the common issues I’ve encountered relating to sales departments and sales reps in the cannabis industry. My hope is that you’ll find this information valuable and be able to immediately apply it to your cannabis business. Whatever your motivation for purchasing this handbook, I implore you all to pay close attention to the metric I use for establishing territory sales goals. It is extremely valuable and will help put your entire company’s business plan in perspective.