Top Skills Employers Look for in Hemp Sales Positions for 2025
As the hemp industry continues to expand in the wake of federal hemp legalization in the 2018 Farm Bill, sales professionals are becoming critical to helping businesses stand out in a competitive market. From CBD products to industrial hemp applications, the demand for skilled hemp salespeople is growing rapidly. However, selling hemp products requires more than just traditional sales experience—it demands a unique combination of industry knowledge, interpersonal skills, and adaptability.
One particularly fast growing space within the cannabis industry is THCA, the precursor to THC that can be derived from hemp and therefore legally sold in many states. As many retail stores want to carry this product, there are many opportunities for sales positions to cover the thousands of outlets now stocking THCA on their shelves.
In this blog, we’ll explore the top skills employers are looking for in hemp sales positions for 2025 and how you can develop these skills to succeed in this fast-paced and evolving industry.
1. In-Depth Product Knowledge
Hemp sales professionals are expected to be experts in the products they sell. There are now a wide range of cannabinoids which all have different effects, and employers want salespeople who understand the uses, benefits, and differentiators of their products. Being able to educate customers and answer technical questions confidently is often the deciding factor in closing a sale.
Why It’s Important: Store owners need reassurance about product quality, sourcing, and compliance. Employers value sales reps who can represent their brand as knowledgeable ambassadors.
How to Build This Skill:
- Study the hemp industry, including product manufacturing processes, common uses, and legal regulations.
- Learn about certifications like USDA Organic, third-party lab testing for CBD products, or sustainable farming practices.
- Try a company’s products yourself so you can speak to their differences first hand. For example, if you are pitching a retailer on Wholesale THCA vapes, it’s easier to make strain recommendations if you have tried the different hybrids, indicas and sativas and can make suggestions based on tastes and effects.
2. Understanding Hemp Compliance and Regulations
Hemp sales professionals must navigate a complex regulatory environment. From the 2018 Farm Bill to state-specific CBD laws, compliance is critical in every aspect of hemp sales. Employers want salespeople who can confidently explain product legality, THC content limits, and labeling requirements to customers. For example, you may be selling Wholesale Delta 9 Gummies, and will need to explain to a store owner how they are under 0.3% THC for compliance and walk them through your Certificates of Analysis demonstrating this.
Why It’s Important: Compliance builds trust with customers and protects the business from legal risks. Sales reps with compliance knowledge can handle objections and concerns more effectively.
How to Build This Skill:
- Familiarize yourself with federal and state laws governing hemp and CBD sales.
- Take courses or attend webinars focused on hemp compliance (e.g., labeling requirements or international export laws).
- Partner with regulatory experts or compliance officers in your company to deepen your understanding.
3. Exceptional Communication and Relationship-Building Skills
Hemp sales positions often involve working with a wide range of clients, from small business owners to large-scale distributors. Employers are looking for sales reps who can build strong relationships by listening to clients’ needs, communicating value effectively, and maintaining ongoing connections.
Why It’s Important: Relationship-based selling is key in the hemp industry, where trust and education often drive purchasing decisions. Sales success is built on repeat business and referrals, which come from strong client relationships.
How to Build This Skill:
- Practice active listening during client meetings to fully understand their needs.
- Develop your storytelling skills to explain how your hemp products can solve a client’s specific problems.
- Follow up with clients regularly to maintain relationships and provide value beyond the initial sale.
4. Adaptability and Problem-Solving
The hemp industry is still in its early stages, and it’s constantly evolving. From changes in regulations to supply chain challenges, employers need sales professionals who can adapt to unexpected situations and find creative solutions to problems.
Why It’s Important: Being adaptable allows you to respond quickly to shifting market demands and client concerns. Problem-solving enhances your ability to close deals and retain customers, even in challenging situations.
How to Build This Skill:
- Stay informed about industry updates and trends so you can pivot your approach when needed.
- Practice handling objections and difficult questions during sales conversations.
- Collaborate with cross-functional teams (e.g., production or marketing) to find solutions for client-specific challenges.
5. Data-Driven Sales Skills
Employers are increasingly looking for sales professionals who can use data to drive decision-making. Hemp sales reps who understand how to analyze sales metrics, track customer trends, and optimize their strategies based on data will have a significant advantage. Leverage AI to make certain parts of your job faster, such as researching a client or learning about a new product category. Make sure you have mastered your CRM software.
Why It’s Important: Data helps identify high-value clients, optimize pricing strategies, and improve overall sales performance. Sales reps who can present data-backed insights to clients are more persuasive and credible.
How to Build This Skill:
- Learn how to use customer relationship management (CRM) tools like Salesforce or HubSpot.
- Get comfortable analyzing sales reports to identify trends and areas for improvement.
- Use data to personalize your sales approach based on individual client needs and preferences.
6. Negotiation and Closing Skills
Negotiation is a vital part of any sales role, but it’s especially important in the hemp industry, where pricing, volumes, and contract terms can vary widely. Employers are looking for sales reps who excel at negotiating deals that are mutually beneficial and closing sales efficiently. For instance, if a retailer wants the 100-unit discount on gummies but is only purchasing 50, you could offer them the discount if they agree to add another product to their order, such as THCA carts in bulk. The key is to avoid saying “no” and instead say, “yes, if…”
Why It’s Important: Strong negotiation skills help you win larger deals while maintaining healthy profit margins. Closing skills ensure that promising leads don’t slip through the cracks.
How to Build This Skill:
- Practice role-playing sales scenarios with colleagues to refine your negotiation techniques.
- Focus on creating win-win situations by understanding both your company’s goals and the client’s needs.
- Learn to overcome common objections and confidently ask for the sale.
Why These Skills Matter in Hemp Sales
The hemp industry is still experiencing rapid growth, and employers need sales professionals who can adapt to its unique challenges and opportunities. By developing these core skills—product knowledge, compliance expertise, communication, adaptability, data-driven strategies, and negotiation—you’ll be well-positioned to thrive in a hemp sales role in 2025 and beyond.
How HempStaff Can Help You Succeed in Hemp Sales
At HempStaff, we specialize in helping job seekers prepare for and succeed in cannabis and hemp careers. Whether you’re looking to transition into the industry or sharpen your existing skills, we offer tailored training programs and career resources to help you stand out to employers.
Explore our Hemp Sales Training Programs to gain the knowledge and skills you need to become a top-performing hemp sales professional!
Final Thoughts
The hemp industry offers exciting opportunities for sales professionals who are willing to invest in their growth and adapt to the market’s unique demands. By focusing on the skills outlined above, you’ll not only meet employer expectations but also position yourself as a trusted expert in hemp sales.
Ready to take the next step in your hemp career? Check out HempStaff’s training programs or browse our job board to find your next opportunity in the hemp industry.
