In this week’s pod, Alex sits down with Mike Barclay, a seasoned SaaS leader and strategic advisor. With 17 years at Yell (formerly Yellow Pages) under his belt, and having led the AMEA division for Hootsuite, Mike's journey is a compelling exploration of tenacity and adaptability.   In their conversation, they delve into Mike's experience as the youngest and only black sales leader at Yellow Pages, and what experiencing the dawn of SaaS was like. Mike also reveals his core pillars for constructing world-class sales teams and shares why he believes curiosity, great storytelling, and discipline are at the forefront of any great sales hire. Tune in as Mike shares insights on the best hires he has made and reveals the keys to structuring a productive week, motivating managers, and closing unforgettable deals. And don’t miss Alex and Mike’s revealing discussion about why it’s better to have attrition than nurture in those critical first three months of hire.   Follow Mike:  LinkedIn: https://www.linkedin.com/in/michaelabarclay/details/experience/   Follow Alex:  LinkedIn: https://www.linkedin.com/in/alexalleyne/ Twitter: https://twitter.com/elitelevelalex   And if you’re looking to level up in sales, sign up for Alex’s weekly newsletter. Reach new heights by building a world-class mindset grounded in discipline and resiliency: https://workweek.com/brand/on-target/   Alex is a Workweek friend.     Learn more about your ad choices. Visit megaphone.fm/adchoices