There is no set pattern for entering the field of sales. Basically, you have three options:

You can start as an employee in a sales team, join an established system as a franchisee/partner, or go directly into self-employment as an independent sales representative. Each model has clear strengths and typical stumbling blocks: from security, a fixed salary, and onboarding in employment, to brand power and processes in franchising, to maximum freedom, higher commission opportunities, and entrepreneurial responsibility as an independent sales representative.

Especially if you are new to sales, you may be wondering: Which path suits my goals, my risk profile, and my learning style? (You can also find some initial guidance in “Field Sales: First Steps to Kickstart Your Career as a Sales Representative”). In this article, we compare the three options based on practical criteria—start-up costs, income/commission, customer access, training & coaching, flexibility, contractual obligations, and legal framework—so you can make an informed decision about your field sales career.

Franchisee: Succeeding with a Proven System

As a franchisee, you join an existing sales system—often in exchange for a fee or revenue share—and exclusively represent that brand’s products or services. This model is common in areas like insurance, real estate sales, or direct B2C sales. You operate independently but benefit from the franchisor’s infrastructure and brand reputation.

Advantages:

• Proven Business Concept: You don’t need to reinvent the wheel. Product portfolios, marketing materials, and sales processes are usually ready to go, eliminating much of the trial-and-error phase at the start.

• Training and Support: Strong franchise systems invest heavily in training their sales partners. As a newcomer, you’ll often receive intensive initial training, ongoing professional development, and access to sales coaching. Marketing assistance and appointment scheduling are frequently included.

• Recognized Brand: You benefit from the name recognition and trust the brand already enjoys among customers. Doors often open more easily than they would if no one had heard of your company.

• Network: You become part of a community of fellow franchise partners, exchanging insights, learning from one another, and feeling less isolated.

Disadvantages:

• Limited Freedom: As a franchisee, you’re bound by the franchisor’s guidelines. Product innovation, pricing, even sales methods may be dictated. Your own creative ideas may face restrictions.

• Fees and Royalties: Franchises aren’t free. Entry fees, monthly licensing charges, or revenue-based royalties can eat into your profits. You need to generate enough sales to cover these costs (Tips on how to gain first Customers with Low Budget)

• Contractual Commitment: Franchise agreements often run for several years. Early termination can be difficult and may involve penalties, meaning you’re committing to the system for the long term.

• Dependency on the Franchisor: If the brand suffers reputational damage or the franchisor makes strategic errors, you’ll feel the impact directly. Your success is tied, to some degree, to the parent company’s performance.

Best Suited For: Franchise models are ideal for career changers or sales newcomers who want to work with a tried-and-true system from the start. If you value established structures, enjoy learning in a team, and are willing to follow a set concept, a franchise can be your launchpad. Thanks to intensive sales training within the system, you can reach a solid skill level relatively quickly and celebrate your first successes early on.

Independent Sales Representative: Self-Reliant and Fully in Control

As an independent representative, you’re your own boss in sales. You can sell one or multiple products from different companies (often as a sales agency). You’re not tied exclusively to any brand and have full control over your business—from product selection to customer acquisition.

Advantages:

• Maximum Freedom: You decide which products to offer, which customers to target, and how to run your sales operations. There are no central rules or territorial restrictions.

• Full Profit Responsibility: No franchise fees, no revenue shares—what you earn (minus taxes) is yours to keep. With strong performance, your income can be significantly higher since no percentage is taken out.

• Flexible Portfolio: You can adapt quickly if a product isn’t selling well and adjust your portfolio accordingly, staying agile in changing markets.

• Entrepreneurial Experience: You’re building a business that is truly yours, gaining valuable skills in sales, marketing, and self-management—an experience that can be deeply satisfying for those with entrepreneurial drive.

Disadvantages

• Uncertain customer acquisition instead of guaranteed leads: Unlike in strict franchise setups, as a sales representative you only receive a limited number of contacts from the partner company. Acquiring new customers is mainly up to you – time-consuming and costly, with a fluctuating pipeline and no guarantee of closing deals. Additional commissions are possible, but difficult to plan for.

• Significant personal costs instead of covered expenses: You pay for marketing, some of the equipment, and many travel expenses yourself. What partners provide often does not cover actual needs. Bad budget decisions directly affect your margin; fixed costs can quickly get out of hand, while income is delayed.

• Hardly any active training by manufacturers: In an increasingly digitalized sales world, few companies recognize the enormous training needs of external sales representatives – accordingly, they rarely provide structured programs or tools such as Fioro. As a result, the pace, depth, and quality of your development are up to you; onboarding often remains patchy, knowledge gaps persist longer, and lead to competitive disadvantages. You have to research, finance, and consistently integrate additional training and software into your everyday work yourself.

Best Suited For: The independent representative role appeals to true entrepreneurial personalities. If you thrive on independence, enjoy implementing your own ideas, and don’t shy away from managing every aspect of your business—from sales to self-marketing—this path may be ideal for you. Experienced salespeople seeking greater freedom also often choose this route. You’ll need high self-motivation and a willingness to learn and experiment extensively.

Decision Guide: Which Path Is Right for You?

To determine which model is a better fit, start with an honest self-assessment: Are you the type who thrives with clear structures and enjoys learning in a team? Or do you flourish when working independently and creatively? Consider your financial situation as well—do you have the reserves to weather slower periods as an independent rep, or is the franchise entry package financially manageable?

It can be invaluable to speak directly with experienced representatives from both camps to get first-hand insights.

In the end, there’s no absolute “right” or “wrong”—both franchisees and independent sales representatives have success stories to tell. What matters most is that you feel comfortable in your role, as that’s the key to unlocking your full potential. And remember: regardless of the model, you need the core competencies of a good salesperson—from strong communication skills to perseverance (learn more in “What Makes a Good Sales Representative? 12 Essential Traits”.

Whether with or without a franchise, keep honing your skills, take advantage of training opportunities, and stay committed—and nothing will stand in the way of your successful field sales career.