Sanjeev Srivastava

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Shoppers Need a Reason to Go to Your Store — Other Than Buying Stuff

The holiday season, which is by far the most important time of year for retailers, highlights the increasingly intense battle between physical stores and online websites. Given the large number of casualties this year — witness the bankruptcy filings of such venerable institutions as Toys ‘R Us, …

eCommerce

When You Start a New Job, Pay Attention to These 5 Aspects of Company Culture

When you join an organization, you have a short window of time to adapt to its culture. It’s the old 90-day rule. And we know too many talented individuals who have stumbled in their new company because they failed to read the cultural tea leaves. This happens because most organizations don’t …

Management

Research: When Retail Workers Have Stable Schedules, Sales and Productivity Go Up

The relentless rise of online retailers has led to deep soul-searching among brick-and-mortar retailers to find ways to compete. The traditional methods of competing through convenience, assortment, and pricing are largely ineffective against online retailers who outperform brick-and-mortar …

Management

The Most Common Type of Incompetent Leader

A young friend recently remarked that the worst boss he ever had would provide him with feedback that always consisted of “You’re doing a great job.” But they both knew it wasn’t true — the organization was in disarray, turnover was excessive, and customers were not happy. My friend was giving it …

Leadership

Becoming More Conscientious

Your boss sits you down for some tough feedback: You are not conscientious enough. She points out that you have missed several deadlines and show a pattern of failing to remember important details. At first, you feel defensive — it is just your personality that she’s describing. <i>Hey, I can’t get</i> …

Snowstorms

How to Save a Meeting That’s Gotten Tense

On March 30, 2017, Salt Lake County Mayor Ben McAdams stood in front of crowd of over 1,000 angry citizens. McAdams had recently floated the idea of situating a new homeless resource center in Draper, a city 20 miles south of Salt Lake City, Utah. What began as an orderly public meeting soon …

Inventions

How to Increase Your Influence at Work

To be effective in organizations today, you must be able to influence people. Your title alone isn’t always enough to sway others, nor do you always …

Leadership

To Change Someone’s Mind, Stop Talking and Listen

Samar Minallah Khan, the feminist Pakistani anthropologist and filmmaker, was enraged. Local tribal leaders were trading little girls as compensation …

Selling

The Two Traits of the Best Problem-Solving Teams

Imagine you are a fly on the wall in a corporate training center where a management team of 12 is participating in a session on executing strategy. The team is midway through attempting to solve a new, uncertain, and complex problem. The facilitators look on as at first the exercise follows its …

Psychology

If Your Data Is Bad, Your Machine Learning Tools Are Useless

Poor data quality is enemy number one to the widespread, profitable use of machine learning. While the caustic observation, “garbage-in, garbage-out” has plagued analytics and decision-making for generations, it carries a special warning for machine learning. The quality demands of machine learning …

Machine Learning

Dropbox's CEO reveals 4 of his favorite books on how to be a successful leader

Drew Houston always knew he wanted to run a tech company.<p>"I really admired all the great tech companies and even as a little kid, I admired the tech …

Procter & Gamble

How Perfectionists Can Get Out of Their Own Way

Like any extreme trait, perfectionism can be a double-edged sword. Having high standards and being hardworking can help someone stand out in a crowded field, and their tenacity can help them improve their skills over time. And, to an extent, being very conscientious can help avoid errors.<p>The …

Self-improvement

How to Work for a Boss Who Lacks Self-Awareness

Just as people differ in height, musical talent, and sense of humor, there are pretty consistent differences in their ability to understand how others see them. Such differences are usually attributed to their self-awareness, though a more appropriate name for this ability would be <i>other-</i>awareness: …

Leadership

To Take Charge of Your Career, Start by Building Your Tribe

Show me a person who sees uncertainty as opportunity, and I’ll show you a person who has mastered the new world of work.<p>A person like Juliet (not her real name), for example, who described a stressful stretch of her career as “disgustingly exciting.”<p>Juliet had left full-time employment in the …

Leadership

The Real Reasons Companies Are So Focused on the Short Term

This has been a remarkable year for the markets. The S&P and the Dow indexes are up 18% and 19%, respectively. But this run-up isn’t based on solid business foundations. Quarterly profits have only increased 5% since 2012, but investors’ valuations of those profits (as measured by earnings per …

Innovation

Research: Learning a Little About Something Makes Us Overconfident

As former baseball pitcher Vernon Law once put it, experience is a hard teacher because it gives the test first, and only then provides the lesson.<p>Perhaps this observation can explain the results of a survey sponsored by the Association of American Colleges & Universities. Among college students, …

Psychology

Breaking Bad Habits

Defy Industry Norms and Reinvigorate Your Business<p><b>About Author/s:</b><p>Freek Vermeulen is professor of strategy and entrepreneurship at London Business …

How to Help Someone Develop Emotional Intelligence

If you are one of the unlucky people who must deal with a clueless colleague or a brutish boss, you’re not alone. Sadly, far too many people at work …

What to Do When a Colleague Excludes You

Seamus (not his real name) was having a rough time at work. An attorney at a large firm, he lost a big trial that the company had invested heavily …

To Find Happiness, Forget About Passion

Several years ago, a friend decided she wanted to follow her passion. She loved the liberal arts and academe. She was a talented graphic designer, a …

How to Highlight Your Talents in a Job Interview Without Showing Off

In a perfect world, job interviewers would be able to gauge your talents with great accuracy, so that you wouldn’t need to engage in any form of boasting or self-promotion. But talents can be notoriously hard to judge, particularly in short-term interactions with other such as job interviews: there …

Employment

If You Aspire to Be a Great Leader, Be Present

Some years ago, we worked with a director of a multinational pharma company who’d been receiving poor grades for engagement and leadership effectiveness. Although he tried to change, nothing seemed to work. As his frustration grew, he started tracking the time he spent with each of his direct …

Leadership

What Kind of Leadership Works Best at Your Company?

Inventive companies like Amazon and Tesla are constantly churning out new products and services, but there is something else that they, and other distinctive enterprises, are also in the business of producing: their version of leadership. A research project we just completed suggests there might be …

Leadership

The Best Way to Network in a New Job

Anyone who hopes to hit the ground running in a new organization must first cultivate allies — a network of people who can provide the information, resources and support needed to succeed. But few onboarding programs offer concrete advice on how to build those all-important connections.<p>Our research …

Management

How We Made Our Sales Training More Effective by Making It Harder

Not long ago, my company was the king of ineffective sales training. We’d hire and onboard reps and then train them in a hurried few weeks dedicated to shadowing sales calls, reading call scripts, and learning how to handle objections. As the company grew, however, I found that individual sales …

Management

Many Employees Have a Mid-Career Crisis. Here’s How Employers Can Help

Plenty of media coverage — and companies’ attention — is devoted to employees at the beginning and end of their careers, at least in my experience. Entry-level employees learning the ropes garner more than their share of managers’ time, and those transitioning toward retirement pull executives’ …

Employee Engagement

The Mind of the Leader: How to Lead Yourself, Your People, and Your Organization for Extraordinary Results Hardcover – March 13, 2018

Enter your mobile number or email address below and we'll send you a link to download the free Kindle App. Then you can start reading Kindle books on …

Human + Machine: Reimagining Work in the Age of AI

<b>AI is radically transforming business. Are you ready?</b><p>Look around you. Artificial intelligence is no longer just a futuristic notion. It's here right …

How Leaders Can Help Employees Collaborate With Machines

President Trump might think that the way to protect workers in the U.S. is to wage trade wars with countries that he believes are undercutting the prices of domestically-produced goods. But it is increasingly obvious that the real issue is the latest wave of automation. Of course, reports like …

Artificial Intelligence

Why People + Machines Is The Winning Formula For The Digital Age

When business leaders think about using artificial intelligence (AI), they tend to look at what humans can do and what machines can do—then decide …

Artificial Intelligence