Activate! also prefers salespeople who can go beyond selling products. Booe characterized those without the consultative aptitude as "product eccentric." "They don't understand that these products can be used in conjunction as a program," he said. "They don't know how to identify an employee wellness program. They don't know how to ask for a recognition program. They can sell you a BIC Clic Stic pen, but they can't build a program. You don't have to be a program salesperson, but when you have the ability to recognize those opportunities—those are revenue lines."
Amanda L. Cole is the editor-in-chief of NonProfit PRO. She was formerly editor-in-chief of special projects for NonProfit PRO's sister publication, Promo Marketing. Contact her at acole@napco.com.