Shining A Light On All The Wins Sure, the rep who just closed an order for 50,000 hoodies deserves a high five. But so does the one quietly building a loyal book of recurring mid-sized clients. When we recognize service, creativity, speed and mentorship, not just big numbers, we keep everyone engaged. Leadership That Lifts You Up Nobody grows when they’re afraid to fail. The best sales leaders I’ve known are part coach, part cheerleader. They make space for smart risks, learning curves and honest conversations. That’s what builds a culture where people grow and stay. When Competition Goes Sideways But let’s face it – sometimes competition gets ugly. It starts subtly: Someone keeps a connection to themselves. Another undercuts a teammate to win an account. Before you know it, you’ve got a trust problem, and those are hard to fix. Here’s where things can go south: • Client poaching and credit battles: If roles and territories aren’t clear, things can get messy fast. Internal competition shouldn’t turn into every rep for themselves. • Leaderboard tunnel vision: Recognition is great, but if only the top few reps get any love, you risk demoralizing the rest of the team. People stop trying – or worse, start bending rules to stay on top. • Ethical corners get cut: In the rush to win a deal, it’s tempting to overpromise delivery dates or ignore compliance red flags. That’s not only risky but bad business. • Sales vs. support showdowns: In this business, sales and ops have to be tight. If sales gets too aggressive, it can burn out account managers and production folks who are left cleaning up the mess. Work to promote easy dialogue between your teams. • Unseen work gets ignored: That rep who negotiates better margins? The one who retains a tricky client for three years? Their wins matter, even if they’re not flashy. If we only reward the big, loud wins, we’re missing half the picture. When competition is healthy, it’s a rocket booster. When it’s toxic, it’s a wrecking ball. The best individual sellers and well-managed sales teams in promo know how to walk the line. They push for results without pushing people over the edge. They celebrate the big wins, but also the small, smart, steady ones – together. If you’re leading a team, take a look under the hood. Is your competition driving progress? Or drama? Fix the culture, and the results will follow. Linn is the manager of distributor sales at PPAI. 5 Ways To Make Competition Work For You · Set clear rules: Spell out how client ownership works, when to split commissions and how handoffs happen. No one likes surprises when there’s money on the line. · Recognize the whole picture: Shout out creativity, problem-solving, teamwork and hustle – not just revenue. · Leverage incentives: Want to boost collaboration? Tie rewards to shared goals like client retention, crossteam projects or fulfillment accuracy. You’ll be amazed how fast silos break down. · Listen, listen, listen: Create space for honest feedback. Quarterly check-ins, anonymous surveys and plain talk in one-on-one meetings can help spot burnout or culture cracks before they widen. · Train your managers to coach: A good manager isn’t just a scoreboard watcher. They’re a partner – someone who helps reps level up, not just hit this month’s number. PPAI • SEPTEMBER 2025 • 25 Your Business | Voices
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