I was a former paper salesman in my early career. My job was to sell paper, print, and accessories to local businesses. Basically to become their overall provider like you see in the show. We didn't have our own brand of paper, but selling the usual stuff like stationary, letterhead, and whatever else a company might need.
In the show we see these sales people selling thousands of dollars of paper material to companies. Most companies don't need the paper, they need the paper with their information printed already on it like stationary and letterhead. This was our bread and better as we had our own printshop in house. Now granted - this was a time in the mid-late 90's when I was fresh out of high school. I started out as the Luke of the place - get coffee, collate, stamp numbers on these 1000 reams of paper to serialize them, deliver paper in your truck to this location. After I excelled at menial office tasks, I became their new paper salesman.
I started with cold calling. Cold calling is the worst... most people are already getting their paper somewhere. Somewhere they can get it themselves like Staples, Office Depot, Office Max... somewhere they can go in and get it when they need it instead of ordering it. So my job was to call and ask for the owner... they were almost never in. Then I became Todd Packard - go out into the community and sell face to face.
We had a hilarious Print in All Colors initiative which was hilarious to see in the show where we offered 3 color prints at a discount. This was a big deal since most people would print in black and white.
I worked there for 6 months before going to college. I made 0 sales but got plenty of "Maybe in a few months when we reevaluate our paper supplier."
Funny enough after I left, all that ground work I laid exploded and the place actually got a ton of business from all of the work I did. So much so - it's still very successful in a time when AI is prominent as it's a community business helping school districts and various other large organizations I helped lay the foundation for.
All in all I made minimum wage and never saw a single commission. However, had I stayed, my commissions may have hurt the companies bottom line. Ryan not making a sale is very standard practice until you can build a customer base. It's not as simple as the show made it seem and I was excited to see it on TV as something I had done previously.
Also - I was the only salesman. There wasn't any organizations of people selling, no awards, no battles with other sales people. The show really makes it look like there are thousands of people out there selling paper. PA probably has like one guy lol. There are no conventions... maybe a Office Supply convention, but nothing where paper is the main staple and as far as I know - no one has an exclusivity on a certain type. At least when I was selling. If someone said "You got that Hammermill card stock on cream" - yeah I could get that. I had a catalog of paper.
All in all - the show made it look like it was easier than it was.