Know The Big Shots: Drigansh Kumar

Q: How did you end up joining LimeTray? Tell us the story.

I did a 5 year integrated chemical plus MBA course. Mine was the second batch and there weren’t many companies recruiting for a combination profile of management and execution. A friend then recommended me to LimeTray — a restaurant centric business with technology, both of which I liked. I had just one interview with Akhilesh — I told him I believe in the product and it’s ability to help restaurants. I was easily recruited (laughs).

For my first meeting Akhilesh discussed Noodle Box with me and I called them the same day and got the cheque in two days. Closed 3 accounts in the first month.

Initially, in college I was dead set against doing sales. But I started enjoying sales because I understand and am convinced by the product myself. I have to believe in the product first.

Q: You’ve been a Sales manager, a city launcher & now a region manager. Which was the most exciting of the three and why?

I’d say City Launcher. When I was sent to Mumbai to start the business there, I was just 6 months old in the system and had just 5 days warning before I was shipped off. This was a huge responsibility.

Mumbai was a rough start for me — the context was so different from Delhi where it’s easy to gauge from people’s response whether they like the product and buy into the pitch. Mumbai guys are expressionless.

I was able to talk them through though — they even said I don’t seem like a Delhi Guy (a compliment in Mumbai). We did 23 closures that month despite the rough start — which is still the highest number across India in the company.

Q: How do you maintain your and your team’s daily motivation and inspiration despite obstacles, pushback or setbacks?

Firstly, I am very honest with my team — I don’t want to play them. I am very honest with my clients too and enforce it in my team. You should not do something that does not let you sleep at night. You shouldn’t regret any of your decisions morally.

For example, recently we could have sold to a client who was willing to buy a product that wouldn’t have worked for them. But we backed out — it was unethical.

Secondly I work alongside them rather than enforcing decisions and opinions. Their ease of reaching out to me and being able to be open with me is something I think they like.

That and I have a team of hardworking people.

Q: When was the last time you tried something new?

For the past two years I’ve just been working — I never thought that I would be a workaholic. I always thought I would never work much. I guess its good to be surrounded by people who are better than you, it makes you strive to reach a certain level.

Work wise I try to take up new tasks often like fixing Gurgaon, then Chandigarh and this quarter it’s improving my hiring skills.

On the personal front…well I planned to join the gym — maybe I’ll be able to say that the next time we talk!

Q: What’s been the hardest thing for you when it comes to leadership?

Hardest thing for me was to deal with people elder to me and with more experience — you cannot tell them to do things — it won’t work. The only way to deal with them is to exhibit what you want — then they start respecting you work-wise and become willing to do it your way. There has to be a mutual trust and respect. This is the culture that I curate in my own team — everyone has something to learn from each other.

Gaining respect is important.

Q: Do you believe in luck? How lucky are you?

I believe in luck, there is always a luck factor. But without hard work, I think the luck never comes. Only when I put in the hard work, the luck comes in.

Q: You’re known to be supercalm in all situations. How do you manage to do it?

That’s just my natural self — it takes me a lot of effort to be rude with someone. I have to put in effort to actually scold people.

Q: What’s your superpower then?

Being able to listen and understand other’s perspectives while still knowing my viewpoint. Then I can come up with a good compromise or a better alternative for both.

Q: What’s your definition of success?

True success is when you do something you really didn’t think you could, when you break your own barriers.

For me it was sales that I really didn’t think I could do — and here I am leading a sales team. It increases your belief in yourself and makes you more capable of doing more.

Q: Do you think education trumps experience or vice versa?

Education plays a good part in your success and what you’re doing. It polishes you more. It’s that last 10 percent to make you a 100.
The important thing is knowledge which comes from a mix of education and experience.

Bonus Question: If you were to name one piece of clothing that describes you, what would you say?

Um…something which looks very simple but can do a lot? Like a classic white shirt. Or maybe even a muffler.