Commission-Only Medical Device Sales Reps: FAQ

Short answers to the questions device companies ask before they hire on commission only. If you want the full decision, including when this model backfires and when hourly is cleaner, start with hiring commission-only sales reps.

Frequently Asked Questions

What is a commission-only medical device sales rep?

A 1099 contractor who sells your device for a cut of each sale and has no base. They set their own schedule, usually carry more than one line, and get paid when they close. The model lives in devices because one sale can actually pay for the time and the risk.

How much commission should you offer a commission-only device rep?

Full-cycle independent reps commonly get 10 to 20 percent of the sale. Referral-only arrangements run lower. Distributors who carry inventory often take a share of margin instead. Two terms matter as much as the percentage: pay quickly, and write down whether reorders still pay them.

Where do you find commission-only medical device reps?

The reps worth hiring already sell into your specialty. That means referrals, distributor networks, specialty associations, and vetted marketplaces. MDliaison Match is built for that search: pre-vetted commission-only reps from the same network, matched within 30 days. Job boards mostly surface people without better options.

Is it legal to pay medical device reps commission only?

Commission-only 1099 pay is common in devices, with two constraints. The rep has to be genuinely independent. If you set their hours and manage their day, you are pushing toward employee status. And for products reimbursed by federal programs, percentage-of-sales pay to contractors carries elevated Anti-Kickback risk. That is why hourly is the default outside devices.

For the compliance detail, see the Anti-Kickback Statute guide for 1099 medical sales.

Frequently Asked Questions

How fast can a commission-only rep start selling?

On Match, you get vetted profiles within 30 days, guaranteed, and often sooner. Ramp depends on overlap. A rep who already calls on your physicians can have first conversations within weeks. That is why specialty fit matters more than a general closer.

What does MDliaison Match cost?

A flat $4,000, paid once. No monthly fee and no take of the rep's commissions. After the match, you contract with the rep, manage the relationship, and pay commissions yourself. If it does not work out in 60 days, MDliaison provides a free replacement match.

How is Match different from hiring an hourly contract rep?

Same vetted pool, different structure. Hourly gives you defined weekly hours (10 to 40) that you direct day to day. That is the right buy for a territory test or a product that needs constant pipeline work. Match places a commission-only rep who works independently and earns only on closes. Many companies prove the motion hourly, then switch to commission once it repeats.

Do commission-only reps work for pharmaceutical sales too?

Generally no. Pharma products are usually reimbursed by federal programs, where percentage pay to contractors carries the risk above. Hourly is the standard there. The main MDliaison marketplace covers that model for teams of 1 to 10+ reps.