“Sales is about getting the process right, the numbers are only an outcome. And, when you get that right, it can be super fun. If you can make small improvements in the sales process, you’ll surely reap rich rewards,” says Chaitanya Jha (CJ), Director of Sales at Chargebee.



From being a former founder to a builder of high-growth sales teams, CJ has witnessed quite a few sales cycles in his career. He insists that sales reps must focus on quality conversations and there isn’t any magic to it.

“The last days of a month can be very stressful. But, the impact that you can have as a salesperson is huge and that’s what I love about it,” says CJ. “And, it is important for founders to first hire the right set of people before encouraging them to adopt a mindset of Adapt-Experiment-Build.“

CJ feels that all the talk about a ‘learning culture‘ is certainly not unwarranted unlike how some people feel about it. “You need a culture of learning within your team – from peers, across teams, and business functions, and you need to protect that culture of learning zealously,” he explains.

Listen to our conversation with CJ to know how he keeps a cool head even when he’s under pressure to get sales numbers.