Promote from Within?
He provides training. He pays for her to attend webinars. He invests in her development. He is not afraid to make an investment in her, because he understands that even if you are a born salesperson, there are basic skills that you can learn from professionals. And he knows he will make that investment back in her sales, as well as in her loyalty to him.
He provides her with a mentor. He is a skilled salesperson himself, so when she lands opportunities that she sees as being large, he goes along with her on appointments and helps her close the deals. And each time he does, she learns something new. They both know that eventually she will be able to fly solo, but until then, they both believe that two heads are better than one.
He sets challenging but realistic goals for her. No one wants to be set up to fail, so while her goals are a stretch, she knows she’ll be able to reach and exceed them with some hard work, luck and great skills and coaching.
Long story short, take a look inside your organization and see if there are some folks there worth making an investment in. Because we all know they might take a little more time and energy to bring around, but I can’t name one print shop that hasn’t been burned by hiring some hot-shot print rep who claimed to have a million dollar book of business. Invest in someone you already know — you may just have a diamond in the rough!