Quick takeaways
W2 = control + long-term growth
Best for complex cycles, training, and consistent territory execution.
1099 = speed + flexible coverage
Great for rapid expansion, niche products, or testing new regions.
Compliance is non-negotiable
Ensure classification and contracting processes are clean.
Comp must match motion
Commission structure should align to cycle length and margins.
When W2 is the best fit
- You require clinical training or in-services to drive adoption.
- You have a longer sales cycle and need consistent pipeline management.
- You want exclusive rep focus and standardized messaging.
- You need tighter oversight on territories and account strategies.
When 1099 makes sense
- You want fast coverage in new territories without a full team buildout.
- You have a focused product line and a clear commission model.
- You want to validate a market before investing in W2 headcount.
- You’re leveraging existing rep relationships in a category.
How MedSales Network helps employers
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