Real cases from four decades in the field.
Field-tested stories from KK's corporate and consulting career — the questions, the decisions and the lessons behind how great sales organisations actually perform.
Service Engineers — Customer-Centric or Machine-Centric?
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.
Request this caseletMoment of Truth — Sales Managers on the Dock
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.
Request this caseletWhat Decided the Growth of the Territory
Unpicking what actually drove territory growth — the mix of coverage, execution and manager behaviour hiding behind the headline numbers.
Request this caseletProfiling a Successful Sales Person
Building a profile of what a high-performing sales person really looks like — the traits, behaviours and habits that predict success in the field.
Request this caseletSales People Motivators & Demotivators
Mapping a field team's wish list of motivators against its pain-point demotivators — and what leaders can act on to shift the balance.
Request this caselete = mc² — The Energy of Selling
A study in sales energy and multipliers — how small shifts in capability and focus produced outsized results at the Luxor–Parker company.
Request this caseletWhich Sales Manager Would You Bet On? · The 2×2 Grid
A simple 2×2 lens for judging sales managers — results achieved versus whether they know the how and the why — and which quadrant to back.
Request this caseletFull write-ups are shared within workshops and engagements. Request a caselet for your team.
Turn real cases into real capability.
KK uses cases like these to make workshops practical and memorable. Ask how they can be tailored to your business.