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<title>Caselets — Real Sales Cases from the Field | KK Srivastava</title>
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<div class="crumbs"><a href="index.html">Home</a> / <a href="publications.html">Publications</a> / Caselets</div>
<span class="eyebrow">Caselets</span>
<h1>Real cases from four decades in the field.</h1>
<p>Field-tested stories from KK's corporate and consulting career — the questions, the decisions and the lessons behind how great sales organisations actually perform.</p>
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<div class="card--num"><div class="num">Caselet 01 · Whirlpool India</div></div>
<h3 style="font-size:1.22rem">Service Engineers — Customer-Centric or Machine-Centric?</h3>
<p>How a service organisation shifted its engineers from a machine-first mindset to a genuinely customer-centric one — and what that changed for satisfaction and repeat business.</p>
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<div class="card--num"><div class="num">Caselet 02 · Sales Leadership</div></div>
<h3 style="font-size:1.22rem">Moment of Truth — Sales Managers on the Dock</h3>
<p>The defining field moments where a sales manager's judgement is truly tested, and what separates those who rise to them from those who don't.</p>
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<div class="card--num"><div class="num">Caselet 03 · Heinz India</div></div>
<h3 style="font-size:1.22rem">What Decided the Growth of the Territory</h3>
<p>Unpicking what actually drove territory growth — the mix of coverage, execution and manager behaviour hiding behind the headline numbers.</p>
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<div class="card--num"><div class="num">Caselet 04 · Gillette India</div></div>
<h3 style="font-size:1.22rem">Profiling a Successful Sales Person</h3>
<p>Building a profile of what a high-performing sales person really looks like — the traits, behaviours and habits that predict success in the field.</p>
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<div class="card--num"><div class="num">Caselet 05 · Gillette</div></div>
<h3 style="font-size:1.22rem">Sales People Motivators & Demotivators</h3>
<p>Mapping a field team's wish list of motivators against its pain-point demotivators — and what leaders can act on to shift the balance.</p>
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<div class="card--num"><div class="num">Caselet 06 · Luxor – Parker</div></div>
<h3 style="font-size:1.22rem">e = mc² — The Energy of Selling</h3>
<p>A study in sales energy and multipliers — how small shifts in capability and focus produced outsized results at the Luxor–Parker company.</p>
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<div class="card--num"><div class="num">Caselet 07 · Nokia India</div></div>
<h3 style="font-size:1.22rem">Which Sales Manager Would You Bet On? · The 2×2 Grid</h3>
<p>A simple 2×2 lens for judging sales managers — results achieved versus whether they know the <em>how</em> and the <em>why</em> — and which quadrant to back.</p>
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<p class="center reveal" style="margin-top:34px;color:var(--muted);font-size:.95rem">Full write-ups are shared within workshops and engagements. <a href="contact.html" style="color:var(--red);font-weight:600">Request a caselet</a> for your team.</p>
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<div><span class="eyebrow">Bring these to your team</span><h2 class="h-lg">Turn real cases into real capability.</h2><p class="mb-0">KK uses cases like these to make workshops practical and memorable. Ask how they can be tailored to your business.</p></div>
<div><div class="btn-row"><a href="contact.html" class="btn btn--primary">Enquire now</a><a href="training.html" class="btn btn--outline-light">See training</a></div></div>
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