Author: sage_admin

“Whatever you want in life, other people are going to want it too. Believe in yourself enough to accept the idea that you have an equal right to it.” Diane Sawyer
I associate with amazing people who are accomplishing great things. The people around them and the communities they live in consider them to be extremely successful and also great role models. What causes me to chuckle is that when we discuss their journey to reach these significant goals, the only thing that held them back from accomplishing them sooner was their own self-limiting beliefs. This struck me as odd. So I started questioning everyone I met to determine what is holding them back from moving forward towards a goal or dream. In the final analysis even the most competent and confident people allow themselves to become slaves to what they believe they cannot do and have a list of reasons why they can’t do it versus the reasons why they can.
So the exercise or take away today is to write down a dream or challenging goal that has been on your list for years, discuss it within your trusted circle, and then start moving towards making it happen.
Weekly Wisdom by Jerry Rollins, CEO and Chairman of Sage Executive Group
 
 
 

Brian Yui,  co-founder of Sage Executive Group and a serial entrepreneur himself in the travel and real estate fields, explains why chief executive officers and San Diego entrepreneurs in leadership positions can benefit from frank discussions with their peers about the thorniest of problems.
“The main reason is that a lot of the issues they may encounter would be inappropriate to discuss with subordinates,” Yui says. “Because they’re at the top, there’s no one else at the company who has the same experience and needs as the CEO. For this reason, other CEOs fill the gap that employees at the office and friends don’t. Peers who are in similar positions in other industries can guide other CEOs.”
And he describes how Sage is tailored to time-driven executives from C-level to CEO.
“The most important thing is that CEOs have very limited time. It’s a good idea to research which peer advisory group is best suited for your goals and personality, as well as how much time each group requires for your participation. Some of the bigger ones have a required social component, such as annual retreats and social functions; other groups are just business. Some groups meet for 8 hours a month, some are for 5 hours a month. Also, some of the peer organizations, like ours, provide peer advisory boards for their C-suite executives. We have one for sales and marketing, one for COOs and CFOs, and one for Business Development. They get together once a month, at a much reduced price, to help each other grow in their C-level executive positions.”

We all sell something in business.
When I see the amounts of money spent on marketing every year, and then look at what happens with leads once a company receives them, it makes me believe that the waste in business because of bad or non-existent sales processes may rival the waste I normally attribute to government.
I want you all to know that I do believe in effective marketing programs, but they  must be supported by an effective sales process.
Since I believe that 50 to 70% of sales people do not produce the results expected of them, it did not surprise me when I was sent a study that stated:

• 48% of sales people never follow up with a prospect.
• 25% of sales people make a second contact and stop.
• 12% of sales people make more than three contacts.
• 2% of sales are made on the first contact.
• 3% of sales are made on the second contact.
• 5% of sales are made on the third contact.10% of sales are made on the fourth contact.
• 80% of sales are made on the fifth to twelfth contact.

Source: The National Sales Executive Association
This leads me to believe that we need to develop more accountability within our sales organizations, develop better processes, and really track what happens to potential prospects.
Weekly Wisdom by Jerry Rollins, Chairman and CEO of Sage Executive Group
 

“I’ve learned that people will forget what you said, people will forget what you did, but people will never forget how you made them feel.”  Maya Angelou, author and poet (1928-2014)
This week we had the privilege of hearing Dr. Elizabeth Fried speak to us about Executive Presence and how much of an effect it has on our ability to be influential, powerful and respected leaders.  She quoted Maya Angelou, and I think the message resounded with the amazing leaders who were in the room. What I also took away is the validation it gave to these leaders of industry that they are able to accomplish great things by utilizing  positive leadership skills vs. leading through the old command and control methods of leadership.
You can learn more about Dr. Elizabeth Fried at http://nefried.com/nefaboutfried.html
Weekly Wisdom by Jerry Rollins, CEO and Chairman of Sage Executive Group

“What can I do for you?” Tony Gwynn
Several years ago I got a call from the Tony and Alicia Gwynn Foundation, and we agreed to provide some much needed equipment. I went along with our technical people to the Gwynn’s home. Before doing so, I instructed our people to not bother the Gwynns as Tony was recovering from his first surgery. We met Tony and his son,Tony Jr., who was spending the off-season near his Dad. As we were getting ready to leave, Tony asked what he could do for us because he appreciated our donation to the foundation. I said that I didn’t want anything, but that my people were big fans. Tony turned off the movie he was watching and signed hats and balls for my employees’ kids.
Being a former athlete myself, I am in awe of what Tony accomplished in sports. More than that, I will remember him because of how generous he was, even during his darkest hours.
I have lived in San Diego since 1979 and can attest that I have never seen such an outpouring of emotion towards any local celebrity from any walk of life.  In my view this is because of how he lived his life with such joy, passion and generosity. Oh yeah, he was an amazing athlete as well.
We lost a great man, but his legacy will live on through his Foundation. You can find out more about TAG at http://tagwynn2.org/tag/
Rest in peace Tony!
Weekly Wisdom by Jerry Rollins, CEO and Chairman of Sage Executive Group
 
 

“A people without the knowledge of their past history, origin and culture is like a tree without roots.” Marcus Garvey
I was invited to participate in a meeting last week to discuss the following question: “How do I maintain and improve the culture of my company as I grow rapidly, add new team members, and am not able to teach my fundamental culture beliefs to every new employee?”
So I gathered three companies together that I feel have positive business cultures and discussed the matter.  Here are some of the takeaways:
1.) Sit down and commit to writing your values, vision and mission. Having it in your head does not make it happen. Writing it down makes it a commitment.
2) Create an internal University for all employees. If you learn something new from a book or other source, become the subject matter and teach the other members of the team. Surprisingly, two of the three companies participating in the discussion have formal Universities. One went to far as to have a Dean and an Athletic Director. The best way to learn is to teach.
3) If your people embrace this culture of learning, they will protect the values of the company and ask those that do not espouse them to “get off the bus.”
What was common amongst these three CEO’s was their passion to learn, grow, share and invest in their people. They also run companies in which giving back to our communities and society is one of their core values. Maybe there is a good message here that creating a great culture can lead to improved profits.
Weekly Wisdom by Jerry Rollins, Chairman and CEO of Sage Executive Group

“When someone shows you who they are, believe them the first time.” Maya Angelou
This has been my favorite saying when it comes to refining and improving business cultures.  I am constantly in debate with amazing leaders who live the values that they espouse. However, the blind spot many of them have is that they always think they can “fix” people who don’t fit the culture, or display the values of the organization. These people are often productive and have talent, but they just don’t fit.
On the other hand, the people who are the heart and soul of these organizations, and the real leaders, are not given the attention they deserve because we are trying to fix the C players.
Returning to Maya’s saying, when someone shows you who they are, believe them. My belief is, it’s probably not going to change.
A great lady passed this week, but I will not forget her messages or legacy.
Weekly Wisdom by Jerry Rollins, CEO and Chairman of Sage Executive Group

The Urban Corps of San Diego has named Jerry Rollins, CEO and Chairman of Sage Executive Group, to the Honorary Committee for its 25th anniversary celebration.

In thinking about my weekly message, I of course had to say something about Memorial Day. I did not know when it was established, so I went to Wiki. Here is the short form description.
Memorial Day: From Wikipedia, the free encyclopedia. “Memorial Day is a U.S. federal holiday wherein the men and women who died while serving in the United States Armed Forces are remembered. The holiday, which is celebrated every year on the final Monday or May, was formerly known as Decoration Day and originated after the American Civil War to commemorate the Union  and Confederate soldiers who died in the Civil War. By the 20th century, Memorial Day had been extended to honor all Americans who have died while in the military service. It typically marks the start of the summer vacation season, while Labor Day marks its end.”
I want us all to remember the people who served our country and sacrificed everything. What I would also ask you to consider is, what are you doing in your companies to hire the amazing and talented vets who are lucky enough to return?
Weekly Wisdom by Jerry Rollins, CEO and Chairman of Sage Executive Group
 
 

“Unity is strength….When there is teamwork and collaboration, wonderful things can be achieved.” Mattie Stepanek
Sometimes it takes a challenging situation to let us know what is really important in life. Last week’s fires caused tremendous chaos in our San Diego communities and also allowed us to see some positive examples of people working together. As many of us were being evacuated, there seemed to be a common theme about what we took with us. After people and pets, the other things seemed to pale in comparison. What I was impressed with was the amazing teamwork displayed by our police, fire agencies, and the military. They worked in unison under very trying conditions and although homes were lost, more amazing was the number of homes and lives they saved. As we get back to normal this week, I want to make sure we all take some time to recognize these fearless and tireless heroes.
Weekly Wisdom by Jerry Rollins, Chairman and CEO of Sage Executive Group