Jobs  & Careers

waste management
Thinkstockphotos/Getty images A clean sweep
On the occasion of Mahatma Gandhi’s 145th birth anniversary, Prime Minister NarendraModi launched the ambitious Swachh Bharat Abhiyan — Clean India Mission — seeking participation of all citizens in order to fulfil Mahatma Gandhi’s vision of ‘clean India’. The idea is to make a significant impact on public health and in safeguarding income of the poor, ultimately contributing to the national economy.

Career Hotline
Top-ranking universities in UK
Distance learning dilemma
Options for MPhil in commerce
Can I change subjects in BSc?

freelancing: trials and tips
Free spirits
Many a working professional nowadays can be seen hopping across from the ‘nine-to-five’ schedule to ‘nine-to-mine’ option by being their own bosses! Flexi-work and freelancing have become the latestbuzzword that helps professionals maintain work-life balance. 

Europe’s emerging study option
Ireland is an English-speaking country, located on the western edge of Europe beside the UK. It has been rated as the “Sixth safest country in the world” by Ernst & Young in Global Peace index. It also leads in the skills race with a higher percentage of 3rd Level Graduates than UK, US and OECD averages. Besides Ireland is the internet and games capital of Europe.

Sandeep Joshi

Promotion and bonus are minor things. In lieu of your honesty, hardwork and dedication we are giving you a appreciation letter.
Promotion and bonus are minor things. In lieu of your honesty, hardwork and dedication we are giving you a appreciation letter.

smart strategy: how to make your team more productive
Proactive prowess
In the endless drive for greater productivity, every manager wants employees to become more proactive. Proactivity leads to better productivity. And better productivity usually means improved financial performance, happier shareholders, and less sleepless nights for leaders.

Ceanliness begets honesty
A study co-authored by an Indian-origin marketing expert has found cleanliness can help people return to ethical behaviour. On the other hand, feelings of disgust can increase behaviours like lying and cheating, the findings showed.

office mantra
Build a winning sales culture
Culture may be defined as the collection of beliefs, behaviours and values that define the personality of a company. Culture is never static — it evolves over a period of time as new people come and others leave.


Scholarship roundup

Course Cruising

Career sweetener

Cubicle trends

Fortnightly quiz 477



waste management
A clean sweep
Gauri Chhabra

On the occasion of Mahatma Gandhi’s 145th birth anniversary, Prime Minister NarendraModi launched the ambitious Swachh Bharat Abhiyan — Clean India Mission — seeking participation of all citizens in order to fulfil Mahatma Gandhi’s vision of ‘clean India’. The idea is to make a significant impact on public health and in safeguarding income of the poor, ultimately contributing to the national economy.

This initiative has renewed interest in careers in Waste Management. We snort our noses at it — rubbish, trash, waste, or garbage, whatever else we might choose to call it — managing and turning this trash into a treasure can offer career options that are difficult to ignore. It is one field that is recession proof, and the one that will always grow as an offshoot of industrialisation and urbanisation.

Getting in

Courses in waste management lay emphasis on the efficient management of natural resources for sustainable development. They are open to students with science or engineering background.With a degree in science, you may consider several MSc programmes in environment sciences, which include subjects related to waste management, including hospital waste, bio-medical waste, industrial waste etc.

Job profile

Qualified professionals in this field are eligible for positions that involve organising and managing waste disposal, collection and recycling facilities. You may be responsible for waste treatment and street cleaning operations. You would be:

  • Supervising the transportation of waste to ensure that it takes place efficiently without contaminating air, land or water sources;
  • Assisting with the development, promotion and implementation of new waste disposal schemes;
  • Ensuring compliance with current legislation in the transportation, handling and disposal of waste;
  • Formulating and controlling the budget for waste disposal;
  • Assisting with the development of information and promotional materials;
  • Aiming to meet waste reduction and recycling targets;
  • Consulting with residents, community group, housing associations and associations about waste management issues, identifying their requirements and providing appropriate solutions.

You would work mainly for local authorities but can also be employed by private waste businesses, industrial organisations, environmental agencies, consultancies and non-profit-making conservation projects.

Career options

With a population of over 1.2 billion, there has been rapid urbanisation and modernisation in India. All this took place within a single decade, as a result most of the cities were under-prepared for the rapid growth and the infrastructure lacks serious development. To keep pace with the sudden growth and an increased awareness, there has been a spurt of jobs in the waste management sector. Here are some of the job profiles and job responsibilities related to this field:

Environment consultant: As an environmental consultant, you would work on commercial or government contracts, addressing a variety of environmental issues. They cover a wide range of disciplines such as assessment of air and water contamination; environmental impact assessment;environmental audit; waste management and the development of environmental policy and environmental management systems. One can work for local government and national regulatory organisations and water-related organisations.

Energy manager: As an energy manager, you’ll plan, regulate and monitor the energy use in an organisation or facility. Your aim will be to improve efficiency by evaluating energy use and putting in place new policies and changes where needed. You’ll coordinate all aspects of energy management, from reduction of carbon dioxide emissions, to waste management and sustainable development by encouraging the use of renewable energy resources within an organisation or community; developing solutions for carbon management; raising the profile of energy conservation.

Recycling officer: Your main job would be to plan and develop environmental and waste reduction policies in a variety of ways, including managing local recycling schemes; creating and delivering educational programmes and organising community and media liaison initiatives. There are also growing opportunities to work in the private sector for recycling contractors or for environmental charities. The role of recycling officer has increased in importance in recent years, at least partly due to government targeting initiatives for reducing domestic and industrial waste.

Quarry manager: Quarry managers are responsible for ensuring that quarries, pits and opencast sites operate successfully. They oversee all operations — both on site and in the office — manage staff, coordinate production and monitor all site systems. Quarries produce a wide range of materials for use in industry and construction. These include: rocks and stone of all types; slate; sand and gravel; china clay; brick and ball clay; coal; and other minerals and materials. Many quarries have ancillary plants producing asphalt, ready-mixed concrete and concrete products, while others have industrial plants producing cement, lime, bricks and tiles, glass and refractory sands, and specialised products.

Water quality scientist: As water quality specialist, you would be responsible for safeguarding all aspects of water quality through scientific analysis and the setting of targets and standards in response to specific legislation. You would compare test results with these standards, investigate shortfalls and take action to remedy problems. Depending on the employer, they may be involved in providing solutions to water quality problems and water quality regulation. Water quality scientists usually specialise in drinking water, surface water (rivers, lakes, estuaries and groundwater.

More senior roles may involve significant liaison with businesses, the public and other water industry professionals.

The road ahead — Going global

With renewed focus on waste management owing to the government campaigns like 'Swachh Bharat Abhiyan', the road ahead looks not only local but also global with a number of foreign companies specialising in various waste management processes entering the market. With a growing urgency for efficient waste management in many cities across India, there will be more and more projects and employment opportunities in the sectorin various waste management areas like feasibility study, design and planning, technical consultations, restructuring of existing waste collection systems, etc.

Some of the areas where foreign companies would bring in employment are engineering services, Transportation and waste collection, Technical consulting, Performing feasibility studies, Landfill treatment, Composting technologies, Dumpsite treatment, Biological waste treatment, Mechanical waste treatment, Sewage sludge treatment and recycling

Additionally, there are fiscal incentives offered by the government, which makes this sector even more lucrative for international investors. Companies that handle waste management projects get tax deductions on gains and profits. Electricity taxes and excise duty with exemptions and concession and waiver of customs duty are offered on certain material imports meant for generating renewable energy.

Therefore, if you are keen on being a part of a cleaner and greener world, opt for a career in waste management and see the trash translate into treasure.

— The writer is a Punjab-based career consultant

Institute watch

 Panjab University, Chandigarh,

Course: MSc Environment and Solid Waste Management

 University of Madras

Course: MSc in International Environment Management

 Bharathidasan University

Course: MBA in Environmental Management

Indian Institute of Environment Management (SIES), Mumbai

Course: Environment sciences

University of Rajasthan, Jaipur

Course: Diploma in Environmental Studies and Environmental Management

National Institute of Environment, Lucknow

Course: Postgraduate Diploma in Industrial Pollution Management; Environment Management and Environments Consultancy, which includes aspects of waste management

GGS Indraprastha University Delhi — School of Environment Management

Course: Two-year master's programme in Environment Management

TERI University

Course: MA in Sustainable Development Practice besides several postgraduate programmes in environmental studies; natural and water resources management


Course: Six-month Certificate Programme in Healthcare, Waste Management through open and distance learning



Career Hotline
Top-ranking universities in UK
Pervin Malhotra
email your queries to

Q.Could you please tell us which are the best universities to study in the UK? Different agents and consultants say different things. I am told that the better the ranking of the university, the better will be the pay package that one will get later on. Is that right? 
— k.n khurana

A.By and large, graduates of top universities make more money than graduates of non-ranked ones. Which, in turn, drives parents to shell out the hefty tab at top institutions even if they can’t really afford it. And talking of affordability, the top-ranking universities often have very high fee. Researchers, however, contend that elite colleges don’t always pay off in higher earnings. They only appear to do so. In most cases, the higher earnings piled up by graduates of elite schools can be attributed to elite students, not their college education.

In other words, if you’re smart enough to get into Oxford or Cambridge, you’re smart enough to make a lot of money, regardless of which university you go to.

This is a long-drawn debate, and the jury is still not out on this one. There really are no easy answers.

Four national rankings of universities in the UK are published annually — The Complete University Guide, and rankings by each of The Guardian, The Sunday Times and The Times newspapers. The Daily Telegraph and the Financial Times also publish their own annual rankings.

The primary aim of these rankings is to inform undergraduate applicants about UK universities based on a range of criteria, including entry standards, student satisfaction, staff/student ratio, academic services and expenditure on facilities per student, research quality, completion rates and student destinations. All the league tables also rank universities on their strength in individual subjects.

Use them as an indicator, not as an absolute. Not all universities are good for all fields. For instance, the Biotech or Art Department in a lower ranked univ may be better than in the Number 1.

While the Complete University Guide: Univ League Table 2014 lists the Top 30, the Top 10 Univs in the Times Higher Education 2014 are:

  • University of Cambridge
  • University of Oxford
  • University of St Andrews
  • London School of Economics
  • Imperial College London
  • Durham University
  • University of Bath
  • University of Warrick
  • University College London
  • University of Exeter
  • University of Surrey








Distance learning dilemma

Q.I am a student of Class XII commerce stream. I don’t want to join a regular college. Instead, I would like to work and do a correspondence course side-by-side. Please tell me which factors I should keep in mind while choosing a course? — yashpreet sujrenwala

A.From time to time, I come across students with a similar query. In order to zero-in on the best course, you must go in for a recognised well-known university. Then check out its jurisdiction. Except the Central Universities and a few others, most universities stipulate their own domicile requirements. First try your local university. It will save you the bother of travelling to another city for taking your exams. Also check out whether the university offers contact programmes in your city from time-to-time, as these can be of great help.

As far as the course is concerned, opt for an ‘honours’ degree instead of a ‘pass’ course, if available, in the subject of your choice.

The critical thing while opting for this option is to manage your time and study schedule while working/ interning. It’s very important to strike a balance.









Options for MPhil in commerce

Q.I want to do MPhil in commerce. Please tell me something about the scope and names of some universities. 
— sughandha puri

A.MPhil is normally pursued by students who wish to take up research or teaching as a career option. A large number of universities across the country offer MPhil in Commerce, although the criteria and admission procedure varies from institution to institution.

The main purpose of MPhil courses is to familiarise or train students for doing higher research. In fact, it is an increasingly mandatory requirement for admission to PhD courses.

A master’s degree in the relevant subject is a must for all universities. In most cases at least 50 per cent marks are required, while some others ask for 55 per cent.

The duration of the course is usually one-year, but in some universities it may extend up to two-years.









Can I change subjects in BSc?

Q.I want to change my subjects from BSc (General ), which I’m enrolled in at present to BSc Biotechnology in the second year. Is it possible? — ruhi badhwar

A.Not very likely, unless you wish to go for BSc Biotechnology from scratch. Instead, why not complete your BSc and go for MSc Biotechnology at any of the several good universities that offer this course all over the country?

Among others, target to take the Common Entrance Exam conducted by JNU for admission to MSc (Biotech) programmes at 34 universities including GNDU, HPU, MDU, JNU etc.

The exam also covers admission to MSc (Agri.) Biotech or MVSc & MTech (Biotech) programmes at participating universities.

The detailed notification of this year’s exam, will give you an idea: Admission/BiotechAnnouncement2014-15.pdf



freelancing: trials and tips
Free spirits
Swati Rai

Many a working professional nowadays can be seen hopping across from the ‘nine-to-five’ schedule to ‘nine-to-mine’ option by being their own bosses! Flexi-work and freelancing have become the latestbuzzword that helps professionals maintain work-life balance. Thus with freelancing becoming a lucrative as well as attractive career option for professionals from across the educational spectrum let’s have a look at some such “free spirits” who started as freelancers and their success mantra of becoming their own bosses.

About a decade back the idea of security of a permanent job, a regular income and a steady routine were the mantra a worker sweared by in any industry. Cut to the current times, where freelancing or as the dictionary puts it 'self-employed and hired to work for different companies on particular assignments', has become the buzzword. More and more work force, either disillusioned by the corporate cut-throatism or to follow their passion, quit permanent job, make a switch and stick to freelancing.

Amandeep Randhwa, founder and Director of experiential outdoors training and learning, company Beyond Basics Learning and Here and Beyond (HAB)

Malini Agrawal runs India’s leading Bollywood, fashion and lifestyle blog MissMalini
Malini Agrawal runs India’s leading Bollywood, fashion and lifestyle blog MissMalini

As a freelancer I can say that the freedom that freelance writing gives you is beyond compare, you have deadlines mutually negotiated by the client and you; you have a time schedule that you can stick to and still have time for ‘life’ while ‘working’!

Having said that, to use a cliché, with freedom comes responsibility, you have to be self-disciplined and stick to deadlines come what may, you have to work from home which means setting up a home office, and maintaining separate work and personal space there too.

Taking short timely breaks, keeping a self-determined routine and not allowing digressions to rule the day are some tips that can help a freelancer meet deadlines and stick to schedules.

As a freelancer you are your own company therefore your branding is in your own hands , who better to talk about freelancing and following your passion than Malini Agrawal a.k.aMissMalini, India's leading Bollywood, Fashion and Lifestyle Blog. With over 3 million organic followers at last count, continues to cement its position as one of India’s top digital influencers and a leading voice among the county’s rising 18-35 demographic.

Malini candidly admits, “I am living my dream! Having started as a blogger, I have come a long way and that’s lot to say about the professional arena in India. It is open and accepting of people doing there ‘own thing’ and following their heart”

As a celebrity blogger Malini has also freelanced for different style and fashion websites and this freedom she says is her ‘work- life balance’. “My work is my life and my life work — as I am my own boss and love what I do!” After taking the Internet by storm since 2008, has teamed up with India’s Favourite Lifestyle Channel to launch MissMalini’s World, a first-of-its-kind Indian Reality Entertainment Show, exclusively on TLC.

Amandeep Randhwa, on the other hand is a full-time trained and employed textile expert who quit her full -time job and changed tracks to become the co-founder and Director of her own experiential outdoors training and learning, company Beyond Basics Learning and Here and Beyond(HAB). “Always interested in the outdoors and sports, I took the decision of quitting my regular job and started freelancing with a company on behaviourialtraining and development with a twist.”

Having now become a scuba diving instructor, a trekking and hiking enthusiast Amandeep says, “Following your passion and throwing everything to the wind is a huge challenge but one doesn’t realise one’s full potential if one doesn’t do that! Sure it comes with challenges but there’s a pleasure in it that can’t be replaced by anything else.”

Malini talks about what helps a freelancer ‘make it big’. “I would say don’t go by what will help you strike gold. Go with what you really want to freelance in, identify your passion and then follow your heart!”

Talking about the challenges of being a celebrity blogger Malini says, “My celebrity friends know that I am friends with them but what comes up about them in the blogposts about them is separate and is my work. I’d be lying if I said I don’t love the attention and celebrityhood courtesy my blogging!”

Freelancing jobs are on the rise from HR executives to insurance inspectors, there’s a plethora of freelancing, work from home and flexi hours work options one can choose from; but at the end of the day commitment, dedication and hard work are irreplaceable qualities here too.

The options for freelancing were never better before so grab the one that interests you and make the most of your choice.

The rise of freelance careers

Freelancing is rising at a very fast pace. Some popular freelancing careers include some new careers such as that of Social Media Managers to the more traditional options such as tutoring and online teaching.

  • As a freelance Social media manager who is responsible for managing and updating all social media platforms one has to create and implement online, social, and mobile strategies. The task also includes writing interesting copy for all of social media websites.
  • Even the marketing sector offers a range of freelance career options such as branding, positioning and even designing campaigns.
  • Virtual gaming and development also offers a range of options to a freelance techie. Right from game designing creating online tools for websites to testing software there’s a fast growing market for freelancers here.
  • Being a content writer has a glut of variety of choices such as copywriter and editors, writing for specific purposes and of course blog writers.
  • Other fields where freelancing is a growing option is accounting, business management and Human resource management. 




Europe’s emerging study option

Ireland is an English-speaking country, located on the western edge of Europe beside the UK. It has been rated as the “Sixth safest country in the world” by Ernst & Young in Global Peace index. It also leads in the skills race with a higher percentage of 3rd Level Graduates than UK, US and OECD averages. Besides Ireland is the internet and games capital of Europe. Most global players in the ICT sector — from Google, Facebook, eBay and PayPal to smaller specialist companies — have chosen Ireland for major operations focussed on international markets. The Life Science sector in Ireland (including medical devices and pharma companies) also includes a majority of the top global players. They have helped make Ireland’s Western corridor the best medical devices ecosystem in the EU regulatory environment.

More than 50 per cent of the world’s leading Financial Services firms have operations in Ireland. It has a vibrant Agrifood sector with a production capacity to feed in excess of 30 million people.

in conversation

Professor Mark Rogers Registrar, University College Dublin (UCD), Ireland
Professor Mark Rogers Registrar, University College Dublin (UCD), Ireland

All this makes it an ideal “study abroad” option. University College Dublin (UCD), is ranked in the top 1 per cent World Universities according to QS Rankings. With over 26,000 students of which over 6,000 are international (from 127 countries), UCD is Ireland’s leader in postgraduate education and a world-class destination for leading researchers. Professor Mark Rogers, Registrar/Deputy President of University College Dublin (UCD), Ireland, who was on his first visit to India, earlier this month talks about the new courses and scholarship options that Indian students can explore:

What is the aim and motivation for setting up the global centre in India? How will Indian students benefit from it?

Based in Gurgaon, the UCD Global Centre will greatly enhance UCD’s valuable existing relationship with high schools, partner institutions, agents, students and parents and contribute to expanding new links and relationships in India. It will provide a base for the development of a network of productive and sustainable partnerships, along with increasing awareness of the opportunities that UCD can offer in India.

Over time the objectives of the Centre will broaden, forging broader collaborations in education and supporting UCD students in their mobility to study and undertake work placements in the region.

Which are the new courses and other initiatives for Indian students at UCD?

UCD has recognised the increasing interest in graduate programmes in life sciences in India. As a response we have developed two new master’s degrees — MSc Biotherapeutics and MSc Biological and Biomolecular Science (by negotiated learning).

The Biotherapeutics programme combines critical skills in biology and chemistry in the context of therapy design. It also has an extensive laboratory-based group project incorporating all the practical techniques required for the design of therapeutics. The programme will also be available in combination with a business component.

The Biological and Biomolecular Science programme is a flexible degree in which students can negotiate the specific area of life sciences in which they wish to specialise. Thematic strands include, cell biology, molecular biology, genetics and biochemistry. At the heart of this degree is a major practical component which equips students with key knowledge and the ability to apply the major techniques associated with modern bioscience research.

Both degrees provide critical skills in scientific communication, and are highly relevant to students looking to the biopharmaceutical sector.

Which are the main scholarships that Indian students can check out in 2015?

The main scholarships for Indian students are:

V.V. Giri Scholarships (Graduate): Four 100 per cent scholarships are awarded on application to students applying for postgraduate courses

Graduate (Taught Masters) Scholarships: Five 50 per cent merit-based tuition scholarships are for students applying for postgraduate courses

U21 Delhi University Scholarships: UCD is offering tuition scholarships worth 3,000 each specifically for Indian students graduated from Delhi University, UCD’s Universitas 21 partner, applying for postgraduate courses*

The deadline for applications is March 31, 2015.

UCD Michael Smurfit School of Business: Ireland top Business School is offering 6 x 50 per cent merit-based tuition scholarships specifically for Indian students applying to MSc Programmes in the UCD Smurfit School of Business MBA and PhD scholarships available



smart strategy: how to make your team more productive
Proactive prowess
Preetinder Kaur

Gender and cultural diversity are not limiting factors for a team that is proactive as its mangernurtures it with freedom, trust and flexibility
Gender and cultural diversity are not limiting factors for a team that is proactive as its mangernurtures it with freedom, trust and flexibility

In the endless drive for greater productivity, every manager wants employees to become more proactive. Proactivity leads to better productivity. And better productivity usually means improved financial performance, happier shareholders, and less sleepless nights for leaders.

Organisations have become increasingly competitive, thus making more demands on employees to be proactive. Managers and supervisors are expected to empower their staff with more decision-making authority while keeping in mind the organisational objectives.

So a major concern and responsibility of a manager is to be in sync with the ways that make his team members more proactive.

We all know that proactive people think deeply and never hesitate from taking initiative. Proactive employees often have effective planning skills, communication skills and a good sense of humor. When you are a proactive employee, you can easily resolve problems individually, without needing assistance from anyone. Here are some strengths that will help you as a manager to make your team members more proactive:

1.Create a culture of trust and empowerment

Managers need to communicate that they support initiative and autonomy as much as collaboration. A great way to demonstrate this is by asking employees to come forth with their ideas, trust them to make decisions, ask them to do more in their jobs and allow them to take limited risks. If someone suggests a great solution, ask them to run with it — and make sure that their efforts are recognised, regardless of success or failure.

2.Start an idea challenge

Think about some of the issues in your company — like reducing healthcare costs, increasing sales or just slashing the energy bill. Instead of brainstorming ideas in a conference room, open the floor to employees through an Idea Challenge. Be transparent about the issue and explain what needs to be achieved. Reward the top five ideas, implement the best one and reward the finalists by inviting them to a lunch with executives.

3.Encourage telecommuting and flexible work schedules

Let’s be honest — you can try to help employees with work-life balance by offering something like a time management workshop, but what most employees need is simply more time. A 9-to-5 day may not be optimal for everyone and some people are more productive working from home. When you focus on results and empower employees to work the way they need to, that trust and freedom allows them to be much more proactive.

4.Implement a "Solutions Only" policy

Being proactive is habit #1 in Steven Covey’s international bestseller, The Seven Habits of Highly Effective People. In Covey’s words, it means taking responsibility and being solution-minded. Encourage this in the workplace by asking employees to only report a problem if they can suggest a solution.

5.Reward proactive healthy behaviour

Healthy employees are engaged, productive — and yes, proactive. But that means being just as proactive when it comes to their health. Encourage this by rewarding employees (with medical premium discounts, cash, gift cards, etc.) for things like getting preventive exams, not smoking and maintaining a healthy weight.



Ceanliness begets honesty

A study co-authored by an Indian-origin marketing expert has found cleanliness can help people return to ethical behaviour. On the other hand, feelings of disgust can increase behaviours like lying and cheating, the findings showed.

The study suggest that if the employees find their workplace spic and span, they are more likely to cooperate and less likely to cheat.

“Small things can trigger specific emotions, which can deeply affect people’s decision-making,” explained Vikas Mittal, professor at Rice University.

The study highlights the powerful impact emotions have on individual decision-making.

“At the basic level, if you have environments that are cleaner, if you have workplaces that are cleaner, people should be less likely to feel disgusted,” Mittal pointed out.

“If there is less likelihood to feel disgusted, there will be a lower likelihood that people need to be self-focused and there will be a higher likelihood for people to cooperate with each other,” he stressed. The study involved 600 participants around the United States; both genders were equally represented.

People who experienced disgust consistently engaged in self-interested behaviours at a significantly higher rate than those who did not, the findings showed.

The findings should help managers and organisational leaders understand the impact, both ethical and unethical, of emotions on decision-making, Mittal said. The study is forthcoming in the journal Organizational Behavior and Human Decision Processes. — IANS



office mantra
Build a winning sales culture
Jappreet Sethi

Culture may be defined as the collection of beliefs, behaviours and values that define the personality of a company. Culture is never static — it evolves over a period of time as new people come and others leave. Sales are the lifeline of any organisation, and in today’s highly competitive business environment; an organisation’s sales culture is one of the most important ingredients of corporate success. A positive, nurturing sales culture makes a world of difference within the sales organisations.

According to Paul Meehan of Bain and Company, culture motivates your staff to do the right thing rather than the easy thing. In a Bain survey he cites, “81 per cent of executives agreed that a company without a winning culture was doomed to mediocrity.

Cara Hogan, a famous sales and marketing blogger goes on to say that,“ The signs of a negative sales culture are very clear, and can be seriously damaging to any company”. As a manger you know for sure that the culture is broken if you face any of these problems:

  • A high attrition rate for sales reps
  • A longer sales cycle combined with smaller deal size
  • Resentment or tense rivalries between sales reps
  • Bad attitude toward management
  • No desire to spend time together as a team outside the office or beyond working hours.

Companies often strive to develop a sales culture in which employees successfully meet corporate objectives, strategically shifting the way salespeople think, communicate, and present themselves. While an all-inclusive formula for cultural success proves difficult to define, the following seven steps may serve as a guideline for companies aiming to develop and reinforce successful sales cultures.

Define sales DNA

By clearly defining a cultural vision and acquiring the support of senior-level management, leading companies create and sustain sales force’s commitment to the sales cultures. Companies often conduct cultural assessments to evaluate the existing sales culture, determine the desired culture, and identify gaps. Cultural audits prove a valuable source of employee input by identifying common values among sales employees across locations. Companies may be well served to develop cultural business plans, with goals, strategies, and criteria for success, role definitions, and other leadership decisions that help define and develop the sales culture

Appoint a champion

Companies should endeavor to designate a sales culture leader to champion cultural initiatives. To ensure the adoption of a cultural transformation, cultural leaders assume the role of visionary, facilitator, and mentor. It’s best to identify a well-respected sales employee to champion the cultural transformation and provide the sales culture leader with sufficient authority to remove obstacles, free up resources, and require managers at every level to actively participate.

Build support systems

To develop a strong sales culture, companies needs to align sales force structures with cultural objectives, establish centralised sales processes, and provide tools for sales employees to meet cultural objectives. Often cultural change requires a fundamental shift in selling strategies, and companies will have to provide the sales force with the necessary structure, processes, and tools to achieve the desired change.

Communication is the key mantra

The integration of a successful sales culture requires consistent communication of cultural objectives from sales leadership through mediums such as intranets, email, teleconferences, and sales meetings. To change and make a world-class sales culture, organisations need to educate employees about the motivation behind cultural objectives as well as the sales culture’s long-term goals.

Train and coach incumbents

Companies may find it beneficial to supplement communication tactics with training and coaching to help leaders reinforce cultural strategies. Training reinforces the cultural message for tenured sales reps and introduces the value of a sales culture to the new hires.

Align money and rewards

In order to increase sales culture effectiveness, leading companies align compensation, reward, and recognition policies with their cultural objectives, linking compensation to sales culture encourages employee adherence to cultural change and sends the message that senior management values the sales culture. In order for cultural change to succeed, companies may consider reinforcing change through performance management too.

Hire right

In order to ensure continued cultural growth, companies should integrate cultural objectives into their recruitment process. Thereafter companies should recruit sales reps who not only demonstrate aligned skill sets but whose personal values mirror corporate values. It is a good practice to include explanations of the sales cultures in job descriptions and profiles; this gives potential candidates a taste of the sales culture early on.

A well-defined sales culture unites sales reps toward common goals, provides customers with a consistent message from the sales organisation, and increases employee loyalty and ownership of the company as a whole.

— The writer is an HR & Strategy consultant and authors




Summer placements at IIM Calcutta

After achieving global recognition in terms of top accreditations and rankings, IIM Calcutta saw 450 students of the batch of 2014-16 getting placements in just over 2.5 days.

IIM Calcutta played host to many new recruiters during the summer placements, prominent among them being Moelis & Co, Roland Berger and Alvarez & Marsal. The Consulting domain saw 38 offers being made by McKinsey& Company, BCG, Bain& Company and A.T.Kearney, the highest in the last three years. Bullish hiring by the finance firms has helped IIM Calcutta solidify its position as “The Finance campus of India.” Leading banks like Citi Bank, Morgan Stanley, JP Morgan, Bank of America Merrill Lynch, Goldman Sachs, UBS, Credit Suisse, Deutsche Bank, BNP Paribas, HSBC and Standard Chartered among others recruited for their front-end Investment Banking, Private Equity and Global Markets and Corporate Banking roles.

Winners of Infosys prize

The Infosys Science Foundation (ISF) last week announced the winners of the Infosys Prize 2014 across six categories: Engineering and Computer Science, Humanities, Life Sciences, Mathematical Sciences, Physical Sciences and Social Sciences. The Infosys Prize honors high-caliber researchers for contributions to their fields. This year’s winners have been recognised for research in fields as diverse as database design and optimization, interpretation of patent laws, understanding emotion and cognition in the brain, probabilistically checkable proofs, green chemistry and affordable health care. The prize consists of a purse of ~55 lakh, a 22 karat gold medallion and a citation certificate for each category. The winners are: Jayant Haritsa, Professor, Supercomputer Education and Research Centre (SERC), for Engineering and Computer Science; Shamnad Basheer, Founder and Managing Trustee, Increasing Diversity by Increasing Access (IDIA), Bangalore for

Humanities; Shubha Tole, Associate Professor and Principal Investigator, Department of Biological Sciences, Tata Institute of Fundamental Research (TIFR), Mumbai, for Life Sciences; Madhu Sudan, Principal Researcher, Microsoft Research New England for Mathematical Sciences; Srivari Chandrasekhar, Scientist G, Organic Chemistry Division, Council of Scientific and Industrial Research, Indian Institute of Chemical Technology (CSIR-IICT), Hyderabad, for Physical Sciences; and Esther Duflo, Professor of Poverty Alleviation and Development Economics, Department of Economics, Massachusetts Institute of Technology (MIT), for Social Sciences

PG Diploma in Banking and Finance

Federal Bank has launched a one-year Post Graduate Diploma course in Banking and Finance (PGDBF) conducted at Federal Manipal School of Banking (FMSB) — a joint venture of Federal Bank and Manipal Global Education Services.

The course is designed to groom talented young graduates as proficient Bank Officers by providing them high-end training in Banking & Finance. On successful completion of the course, the candidates will be absorbed as Probationary Officers in Federal Bank. Aspirants can apply online between November 17, 2014 and November 24,2014.

Candidates with minimum 60 per cent marks in graduation are eligible to apply for the course.The details of the course are available in Federal bank’s website at

DBA for executives

The International University of Monaco (IUM) will offer an online Doctorate in Business Administration (DBA). The offer comes in response to the demand from experienced professionals, who have at least five years’ work experience, wishing to take a step back from their ongoing professional activities and formalise their knowledge.

Instead of providing a path to become a university professor, for example, the Executive DBA will, by virtue of the rich collaborative environment, generate new ideas and tools for analysis and reference frameworks that participants wouldn’t be able to produce alone in their ordinary working conditions.

The IUM DBA Programme, officially recognised by the State of Monaco, is set out over three years (36 months). The programme has a volume of 90 US credits (30 per year), equivalent to 180 ECTS.

The DBA is taught online with the structure of the programme being characterised by a series of on-campus meetings held twice a year in Monaco, online courses and relations with academic advisors who provide continuous guidance and support either individually or in small groups via email or video-conferences, and internet-based collaborative learning platforms.

Tuition fees is €33,000 for the 3-year programme.



Scholarship roundup

VEDA Gyanjyoti scholarship

Visual Element Design Academy (VEDA) is offering Gyanjyoti scholarship for Indian students pursuing degree (HSc/UG/PG) in academic year 2014-15 from a Government funded/ recognised school/college. Parents income should not be more than Rs 3,00,000 per annum. Under this scheme a corpus fund of Rs 5,00,000 is established to help selected students for the year 2014-15.

Eligibility: The candidate should be an Indian national resident

  • Pursuing degree (H.Sc./UG/PG) in academic year 2014-15 from a government funded/recognised school/college
  • A minimum score of 75% throughout academics
  • Good command over English in both reading and writing.
  • Applications must be from individuals & not from institutions or schools or colleges or Parents.

Detail: Under this scheme a corpus fund of ~5,00,000is established to help selected students for the year 2014-15.

How to apply: Applications should be sent by post.

  • applications must be on A4 size plain paper and in applicants own handwriting. Typed applications will be rejected (Do not create application format on computer using the name of our college and its address. If this is done, your application will be rejected).
  • Attach photograph (pasted on the application with signature of the principal or head of your School or College with rubber stamp across the photograph. But ensure that the applicants face is clearly visible)
  • Certified copy of the latest salary or income certificate of applicants parent.
  • Recommendation of Headmaster/Principal of your School/College in original

Deadline: November 25, 2014

Check out:

Principal’s Indian Masters Scholarships in UK

The University of Edinburgh will offer 12 master’s scholarships for students from India for postgraduate in any subject offered by the university for the 2015-2016 academic session. University of Edinburgh is accredited by the Russell Group Coimbra Group LERU Universitas 21 EUA Universities UK and Universities Scotland.

Eligibility: The scholarships will be awarded to students from India who are accepted for admission on a full-time basis for a postgraduate master’s programme of study at the University of Edinburgh.

  • Applicants should already have been offered a place at the University of Edinburgh and should have firmly accepted that offer or be intending to do so. Preference will be given to candidates who have not already had the opportunity to study in Scotland.

Number of award(s): 12

Duration: One year

Details: Each scholarship will have a value of £3,000 each and will be tenable for one academic year.

Selection criteria: The scholarship will be awarded on the basis of academic merit. Candidates must have, or expect to obtain, the overseas equivalent of a UK first-class honour’s degree.

Notification: A Selection Committee will meet in May 2015 to select the scholarship holders. The winners of the scholarships will be announced in early June 2015.

How to apply: Online.

Deadline: April 1, 2015.

Check out:

University of Ghent, Belgium

University of Ghent is offering master grants for students from selected developing countries in Belgium. Grants are provided in the field of;International Master of Science in Rural Development, International Master of Science in Environmental Technology and Engineering, Master of Advanced Studies in European Law, Erasmus Mundus: Master of Science in Marine Biodiversity and Conservation, Erasmus Mundus: European Master of Science in Nematology, Master of Science in Plant Biotechnology, Master of Science in Statistical Data Analysis etc.

Eligibility: Applicants who already received a Master Grant in the past are not eligible.

  • You have to have a bachelor degree when you submit your application.

Number of award(s): Each year, a maximum of 10 scholarships can be awarded.

Duration of award(s): 2 years.

Details: The grant consists of an insurance, an allowance of €1000 per month, an installation fee of €500 and a refund of the yearly tuition fee with a maximum of €80.

How to apply: Send an e-mail to with the following information: Title of your e-mail: Admission – Master Grant 2015-2016.

Deadline: The deadline for application for admission(complete file) is December 24, 2014.The scholarship application deadline will be April 15, 2015.

Check out:



Course Cruising

MA in Social Work

TATA Institute of Social Sciences (TISS) is inviting applications for its master’s programme in social work.

Eligibility: Candidates having a bachelor's degree with minimum of 3 years duration or its equivalent from a recognised university are eligible to apply

How to apply: Online.

Duration: 2 years

Seats: Over 300

Selection criteria: The selection of candidates for different programmes happens in two stages and has three components of assessment. All candidates appear for the common entrance test (TISS-NET). Based on the performance in the TISS-NET examination, only short listed candidates are called for the Pre Interview Test and Personal Interview.(PIT/PI)

Last Date for Online form submission for Entrance Exam: December 1, 2014

Check out:


Institute: Indian Institute of Management (IIM) Ahmedabad

Eligibility: Candidate must hold a bachelor's degree, with at least 50% marks or equivalent CGPA [in case of the candidates belonging to Scheduled Caste (SC)/ Scheduled Tribe (ST) and Differently Abled (DA) category, this is relaxed to 45%]. Candidates appearing for the final year bachelor’s degree / equivalent qualification examination and those who have completed degree requirement and are awaiting results can also apply.

How to apply: The admission process consists of the nationally administered Common Admission Test (CAT), and subsequent rounds of personal interviews. The students are selected on the basis of their CAT scores, past academic performance and performance in the interviews.

Seats: 385

Selection criteria: The selection of candidates for admission to the 2015-17 batch of the PGP at IIM Ahmedabad is a two-step process. In the first step, candidates are short-listed for Academic Writing Test (AWT) and Personal Interview (PI) from among the candidates who have a valid CAT score, who have applied for the programme and who satisfy the eligibility criteria for the programme."

Deadline: June, 2015

Check out:

Institute: Christ University (CU), Chennai

Eligibility: At least 50 per cent marks in aggregate in the undergraduate examinations.

MAT Score 600 or above (out of 800) in MAT examinations of Sep 2014 / Dec 2014 / Feb 2015

CAT 70 percentile

XAT(2014), CMAT (2014), ATMA (Dec 2014 / Feb 2015) - 70 per cent

How to apply: The online application can either be processed after remitting the application processing fee at SBI core banking branches in the prescribed SBI Challan Format given on the University website or through the ‘payment gateway’ option with a valid Credit / Debit Card / Net banking facility (details are given under the preferred programme page on the University website).

Selection criteria: Academic performance of Class X, XII & UG degree; Micro Presentation; Group Discussion; Writing Skill Assessment; and Personal Interview.

Deadline: January, 2015

Check out:


Institute: Jawaharlal Institute of Postgraduate Medical Education and Research, Puducherry

Eligibility: Graduation (10+2+3 years duration) in any subject with mathematics as one subject from any recognised university, with at least 50 per cent marks in aggregate (45 per cent in case of SC/ST and OBC candidates).

How to apply: Admission process to MD course is conducted in the month of January. Call for applications is announced in the month of October every year.

Online registration of applications is made on JIPMER official website:

Duration: 3 years

Seats: 100 (for January session)

Selection criteria: Admissions are conducted on the basis of JIPMER entrance exam which is held every fourth Sunday of November for the January Session

Deadline: Admission process is conducted from January 1, 2015 to January 31, 2015.

Check out:

Inputs by 



Career sweetener
lessons from neil armstrong’s life
Reaching the moon

Neil Armstrong will remain a legend for generations to come. The boy from a small town of Wapakoneta in Ohio, became the first person to land on the Moon. Neil was born on August 5, 1930 and was the first of the three children of Stephen and Viola Armstrong. These are the five lessons one can imbibe from Niel’s life, and these can help anyone in pursuit of career excellence.

Do what you love

Neil loved everything about aviation from his childhood days. He began making model planes as a child. So much was his love for aviation that he picked up odd jobs at the local airport to stay close to his passion. The money from these odd jobs paid for his flying lessons. Neil Armstrong obtained his pilot’s license at the young age of 15; this was even before he had a car license.

Take control of your dream

As a 15-year-old he knew it would be difficult for his parents to pay for the flying lessons. So he took up odd jobs to save money for flying lessons. He dreamt big and worked hard to make his dream come true. Neil by the age of 17 had flown two long-distance solo flights and had done his paperwork to start classes at Purdue to pursue a programme in aeronautical engineering.

Things will go wrong, don’t panic

Neil Armstrong was known for not panicking when things did’nt go as planned. He took two trips into space; his first journey was in 1966 as the commander of Gemini 8 mission, which was about to end in a disaster; Neil kept his cool and brought the spacecraft home safe after a thruster rocket malfunctioned and made it spin out of control.

During the last stages of Apollo 11, the team realised that the Eagle lunar module’s autopilot was preparing to land the crew on the slope of a huge moon crater. Neil says “The computer showed us where it intended to land, and it was a very bad location, on the side of a large crater about 100-150m in diameter with very steep slopes covered with very large boulders — not a good place to land at all.” Niel took charge and overrode the automatic pilot thereby avoiding landing in the big rocky crater. The landing was full of danger; the lander had only about 30 seconds of fuel left when Armstrong put it down on Moon.

Throw fear out of the window

As a US Navy pilot, Armstrong flew 78 combat missions during the Korean War and won three medals. In his stint at NASA he tested many high-speed aircraft, including the X-15, which could reach a top speed of 4,000 miles per hour. Armstrong had several aerial accidents and some of these were a close shave. The accidents did not make him fearful of flying; these just emboldened him.

Don’t let success get to your head

While many people are quick to cash in on their 15 minutes of fame, Armstrong avoided the public spotlight and chose to lead a quiet, private life with his wife, children and grandchildren. He remained humble throughout his life and said he was just doing his job. He would even feel frustrated with the publicity that he would attract .

Career Tips from . Follow on twitter @CareerSweetener



Cubicle trends

CEOs on talent track

There is an uptrend in time spent by CEOs on talent initiatives, as more than half of chief executives surveyed said they personally drove such steps in their organisations in the past 12 months, says a study.

According to online career and recruitment solutions provider’s annual study on ‘CEO as Chief Talent Officer 2014’ which was put out in collaboration with People Matters, around 91 per cent of CEOs believe in direct participation in talent endeavors.

This study, in its third year, noted that there is an uptrend in the time spent by CEOs on talent initiatives, with the 54 CEOs assessed stating that they have personally driven talent initiatives in their organisations in the past 12 months.

As many as 88 per cent of CEOs agree that time spent on talent had increased since last year.

The survey also revealed that a major theme for CEOs in the next 12 months will be to tap the rich pool of women and differentially-abled talent.

Additionally, 68 per cent reveal that they plan to spend the most amount of time in developing leaders and connecting with key talent.

CEOs are expected to personally oversee specific initiatives, such as connecting with employees, focusing on diversity and CSR, and driving positive energy. As per the report, Indian CEOs track their scorecards on employee engagement (62 per cent), succession planning (53 per cent), and workforce costs (47 per cent). — PTI



Fortnightly quiz 477

1. Name the Indian male shuttler who recently beat two-time Olympic champion Li Dan to clinch the men’s singles title of China Open Super Series.

2. Name the spacecraft/probe that landed on a comet recently, a first in space exploration and the climax of a decade-long mission to get samples from what are remnants of the earth’s solar system.

3. Which birth anniversary of Pandit Jawaharlal Nehru is being celebrated this year?

4. Who is the Governor of South Carolina state in the United States of America?

5. Which region of Spain has shown a long-standing yearning for autonomy for years?

6. Where is the city of Naypyitaw situated?

7. Name the reigning world chess champion.

8. Name the Indian woman badminton player who recently won the singles crown of the China Open Super Series in Fuzhou?

9. Who has become the first player ever to score two double centuries in one-day international cricket?

10. What is the highest score by a cricketer in a one-day international game?
—Tarun Sharma

Winners of quiz 476: The first prize by draw of lots goes to Vidit Vats; Class IX; Sahara Comprehensive School; Amin Road; Kurukshetra; Pin Code — 136118

Second: Pallav Saini; Class X; Oberoi Lotus Senior Secondary Public School, Indora; district Kangra; tehsil Indora; Pin Code — 176401

Third: Mehul Arora; Class VII; Our Lady of Fatima Convent Secondary School; Patiala; Pin Code — 147001

Answers to quiz 476: Misbah-ul-Haq; Devendra Fadnavis; October 31; Bengaluru; 25; 1974; Jammu and Kashmir; Dilma Rousseff; Neymar; Sachin Tendulkar

Cash awards of Rs 400, 300 and 200 are given to the first, second and third prize winners, respectively. These are sent at the school address.

Note: Kindly mention the pincode of your place on the letter/postcard to facilitate the delivery of the prize money.

Answers can also be sent at