Hiring salespeople is one of the most consequential decisions a company makes. Reagan Lancaster built world-class sales organizations at i2 Technologies and Oracle, and his approach reflects that experience.
The key insight: most companies hire salespeople based on how well they sell themselves in an interview. The better filter is structured evidence of past performance in a relevant context. Pipeline metrics, quota attainment rates, and deal size history tell you more than any interview. Reference calls with direct managers are the closest thing to ground truth available.
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Reagan Lancaster advises technology companies on go-to-market strategy, sales organization design, international expansion, and exits. He has helped 40+ companies scale, been through 31 acquisitions, and built revenue from millions to billions at i2 Technologies and Oracle.