Know The Big Shots: Shekhar Kapoor

10 Questions with the City GM Bangalore

Q: Why did you decide to work at LimeTray?

Before this I was working for TalentOjo. I was one of the people who started it, but I never invested. I was actually looking to sell TalentOjo services to LimeTray and that’s how I came across the company. I became interested and dropped a 10 point email explaining why they should hire me. The next day they called me in. Akhilesh asked me why I wanted to work with a starup — I said I’d rather be a big part of a small machine, than a small, insignificant part of a big machine.

Q: Teach me something I don’t know in the next 5 minutes.

Only sales-y stuff is coming to my mind right now. Here’s a sales fact for you. 80–85% of enterprise deals all over the world are closed at an average of 12 follow-ups. That’s where salespeople mess up the most.

Q: What can money not buy?

Money cannot buy long-term satisfaction — this comes from other measures like happiness, recognition, success etc. And long term satisfaction is the end goal.

Q: What did you want to be after growing up, when you were 8 years old?

I wanted to be an automobile designer. Now I drive to work…?

Q: What’s your best piece of advice for someone who wants to get to where you are?

Time is the most important thing. When you lose it you don’t get it back. Stay focused on the present and your future will be shaped.

Q: What’s a common misconception people have about you?

Everybody thinks I’m 35–40 years old — it’s not true! I am 24 as of date.

Q: Are you worried about doing things right or doing the right things?

Doing things right is about execution. Doing the right things is about planning. They go hand in hand. We need to consistently do both — do the right things in the right way.

For example, if I have a great call with the wrong person who won’t pay me — it doesn’t work. Similarly if I have a terrible call with a good prospect — that’s pointless too. We need to both choose the right target AND execute the call correctly. The right thing in the right way.

Q: What’s something you do differently than most other people?

Mark Roberge from HubSpot said every sales guy has one superpower — it could be volume in terms of meeting people, or it could be relationships by knowing every client like the back of their hand. My superpower as a salesman is being consistently curious. I think that curiosity factor has really helped me get this far.

Q: What’s the most challenging part of your job at LimeTray?

Eating all that food — I can’t do it, man. I am seriously at a high consumption level now. Bangalore has killer biryani.

Q: Have you ever had a losing streak? How did you turn it around?

Yes I’ve had a “losing streak” — actually I think I’m in it right now. But I think that term is too negative — there’s no losing streak, it’s just smaller problems in the bigger scheme of things. I’d rather look at them as individual problems and go back and try to solve them.

I think it’s people who don’t do enough who get into a losing streak — I believe in action and getting things done.

With the right mind-set you don’t get a losing streak — a losing streak is just a state of mind.

Bonus Question: What are the 3 songs on the soundtrack to your life?

Eye of the Tiger — Survivor

Trains— Porcupine Tree

Stairway to Heaven — Led Zeppelin