Christoph Senn, marketing professor at INSEAD, has spent years studying how top executives involve themselves in B2B sales. Some are very hands-off. Others make only social calls. Still others sit at the negotiating table. Outcomes vary widely. Senn explains the best combination of approaches for top executives engaging with core customers. And he shares how account managers and other employees can benefit from knowing their leader’s style. Senn is the coauthor, with Columbia Business School's Noel Capon, of the HBR article "When CEOs Make Sales Calls."

HBR IdeaCast

How CEOs Can Drive Sales — or Kill Deals

Bill Gates, philanthropist and founder of Microsoft, argues that, even as we work to end the global pandemic, we can't lose sight of another existential threat: climate change. He says that we need to take aggressive action to get to net zero carbon emissions by 2050 and insists that regulation isn't enough. Businesses need to pave the way forward by investing much more heavily in climate-friendly innovation. Gates speaks with HBR editor in chief Adi Ignatius about his new book, "How to Avoid a Climate Disaster: The Solutions We Have and the Breakthroughs We Need."

Bill Gates on How Business Leaders Can Fight Climate Change

Muriel Wilkins, cofounder of the executive coaching firm Paravis Partners, says that starting a leadership role at a new company or via internal promotion is demanding. Doing so remotely during the Covid-19 pandemic is even more challenging. She says that new senior leaders must focus on two things: connectivity and credibility. And she explains how to build those attributes when much of the job is performed virtually. Wilkins is the host of the new HBR Presents podcast “Coaching Real Leaders.”

Taking on a Senior Leadership Role Remotely

Jennifer Aaker, a Stanford professor, and Naomi Bagdonas, an executive coach, say that, even in times of stress and crisis, leaders should use and encourage good humor and levity at work as a way of building employee morale and engagement. That doesn't mean you have to tell jokes all the time. Instead, figure out what kind of humor works best for you and learn to pinpoint the opportunities for using it to best effect. They explain what makes things funny (hint: surprise) and the pitfalls managers should avoid. Aaker and Bagdonas are the authors of the book “Humor, Seriously: Why Humor is a Secret Weapon in Business and Life.”

How Many Managers Does It Take to Change a Lightbulb?

Josh Baron and Rob Lachenauer, cofounders of BanyanGlobal Family Business Advisors, say that a family-run company has more flexibility than its publicly-traded counterpart to build a legacy and grow sustainably for the long term. But making critical decisions when there are family dynamics can be extremely challenging. They offer approaches to understand the real impact of ownership and effectively manage conflict. Lachenauer and Baron wrote “The Harvard Business Review Family Business Handbook: How to Build and Sustain a Successful, Enduring Enterprise.”

What Sets Family Businesses Apart

Martin Lindstrom, founder and chairman of Lindstrom Company, says that many companies are still held back by doing things the way they've always done them, or failing to break down bureaucracy. For Lindstrom, it's not just about getting away from bureaucratic norms for the sake of innovation, but because so many things workers do each and every day don't actually make much sense. He suggests workers, leaders, and organizations consider ways in which processes can be improved - and the ways these new processes can improve life for everyone. And he argues that companies should actually devote a team or department to making sure common sense is used throughout the organization. Lindstrom is the author of the book "The Ministry of Common Sense: How to Eliminate Bureaucratic Red Tape, Bad Excuses, and Corporate BS."

Goodbye Bureaucracy, Hello Common Sense

Mimi Nicklin, a business coach and executive, has seen many leaders blame poor performance and communication on generational differences. But she argues managers should spend less time forcing Millennial and Gen Z employees to conform to company culture and more time on perspective taking and listening. In her experience, practicing empathy can vastly improve team collaboration and lead to better business and individual outcomes. Nicklin is the author of the book "Softening the Edge: Empathy: How Humanity’s Oldest Leadership Trait is Changing the World."

How Empathy Helps Bridge Generational Differences

Marissa King, professor at Yale School of Management, has studied the strengths and weaknesses of different types of social networks. She argues that most of us have a natural style of networking: we favor tight social circles, or brokering across varied groups, or having an expansive list of contacts. But she says we can also tweak the way we build relationships to meet our changing needs. For example, widening our outreach to boost creativity and innovation or focusing on trusted friends and colleagues to increase trust and happiness. King is the author of the book "Social Chemistry: Decoding the Patterns of Human Connection.”

What Kind of Networker Are You?

Colin Fisher, associate professor at University College London's School of Management, conducted in-depth studies at several companies to determine how managers can effectively help employees who need assistance without demoralizing them. He found that the most effective helpers were the ones who clearly communicated their intentions, timed their interventions at points when people were most receptive, and figured out a rhythm of involvement that best suited their needs. He shares examples from different firms to illustrate what works and what doesn't, in person and online. Fisher is the coauthor of the HBR article "How to Help (Without Micromanaging)."

Stop Micromanaging and Give People the Help They Really Need

Nashater Deu Solheim, a forensic psychologist and leadership coach, says many people struggle to gain influence with those in their organization who don't report directly to them. That has only become more difficult in virtual office settings. But she says whether it comes to managing up to your bosses or out to your peers and clients, there are proven techniques to understand others’ thinking and win their respect. She explains her framework of preparation, behavior, and communication methods to do just that. Solheim is the author of the book “The Leadership PIN Code: Unlocking the Key to Willing and Winning Relationships.”

Better Ways to Manage Up and Out

Christina Maslach, professor of psychology at the University of California, Berkeley, has been studying the causes of burnout, and its impact, for decades. She says that, in a year when everyone feels overwhelmed and exhausted, it's more important than ever for managers to recognize when and why employees are suffering and take steps to solve those problems. In her framework, burnout stems from not only large workloads but also lack of control, community, and/or reward and values mismatches. She notes that leaders have the ability to pull many of those levers to help their workers. Maslach is the author of "The Truth About Burnout" and a forthcoming book on the topic.

Why Burnout Happens — and How Bosses Can Help

Barry Nalebuff, professor at Yale School of Management and cofounder of Honest Tea, says too many companies shy away from cooperating with a competitor, and they’re leaving value on the table. He says even when working with other companies to find mutual benefits is not a clear win, cooperating may still be better than not cooperating. He shares how Honest Tea, Apple, Ford, and other firms analyze and capitalize on opportunities without giving up their secret sauce. Nalebuff is the author, with NYU Stern professor Adam Brandenburger, of the HBR article "The Rules of Co-opetition."

When to Team Up with Your Competition

Race at Work is an HBR Presents podcast hosted by Porter Braswell about the role race plays in our careers and lives. In this episode, he speaks with Donna Johnson, former chief diversity officer at Mastercard, about leading the charge on changing company culture and how diversity can drive real business results.

Race at Work: Lessons in Diversity and Culture from Mastercard

Jeff John Roberts, an author and journalist, dug deep into the world of cryptocurrency to figure out what the rest of us really need to know about it. He acknowledges that the proliferation and volatility of digital currencies can make them seem like a fad but argues that the oldest among them -- bitcoin -- and the blockchain technology behind it are here to stay because they offer a more efficient way for companies and consumers to transact. He describes in plain English how crypto works and explains why now is the time for forward-thinking business leaders to understand -- and adapt to -- this new kind of currency. Roberts is the author of the book "Kings of Crypto: One Startup's Quest to Take Cryptocurrency Out of Silicon Valley and Onto Wall Street."

What Business Leaders Should Know About Cryptocurrency

Joseph Fuller, professor at Harvard Business School, and Allison Bailey, senior partner at Boston Consulting Group, say that the Covid-19 pandemic is only accelerating a recent trend of companies turning to digital talent platforms for highly skilled workers. The need for agility and specialized skills has more firms seeking help with projects. Meanwhile, more workers are joining these online marketplaces for the promise of greater flexibility and agency. Fuller and Bailey explain how organizations can strategically employ this on-demand workforce to unlock value. With HBS researcher Manjari Raman and BCG partner Nithya Vaduganathan, they wrote the HBR article "Rethinking the On-Demand Workforce."

Why Companies and Skilled Workers Are Turning to On-Demand Work

A weekly podcast featuring the leading thinkers in business and management.

hubhopper

HBR IdeaCast

hubhopper