Results oriented manufacturing and distribution executive with a blend of strategy, line management, and transformation experience. Deep expertise across a variety of manufacturers and distributors on growth strategy, business development, due diligence, M&A, performance management, commercial and operational transformations. Respected leader who has built, developed, and mentored highly effective teams
Growth OpportunitiesCornell Course
- Segmenting your customers
- Finding pockets of growth in your market
- Identifying top prospects
- Managing your sales funnel
Each topic will be reviewed in depth, giving real world examples and exercises that can be applied in your business.
Key Course Takeaways
- Segment your customers to focus your search
- Find pockets of growth in your market
- Identify your top opportunities
- Manage your sales funnel
How It Works
Maria is a director of knowledge in McKinsey & Company’s Marketing & Sales Practice and is located in the Miami office. Maria works with B2B and consumer companies in the United States, Latin America, and Europe to build advanced sales capabilities that drive above‐market growth. Over the past ten years, Maria has led research on sales growth, go‐to‐market strategy, sales capability building, channel excellence, advanced analytics in sales, and commercial transformation.
Maria is the co-author of Sales Growth: Five Proven Strategies from the World’s Sales Leaders (salesgrowth.mckinsey.com), which distills the insights from hundreds of McKinsey engagements and interviews with hundreds of successful global sales leaders into a set of stories and practical ideas that drive above-market growth. She is also the author of multiple articles on sales management for business magazines including Harvard Business Review, European Business Review, and McKinsey Quarterly.
She holds an MBA from the MIT Sloan School of Management, where she received the Siebel Scholarship.
Homayoun is the managing partner for McKinsey’s France offices and a senior partner of the firm.
He works alongside his clients bringing McKinsey’s latest innovations in digital, design, and analytics to help achieve above-market growth. Homayoun’s client work covers a broad range of industries and geographies, such as high tech, media and telecommunications, and industrial and consumer companies in Asia, Europe, and the United States.
Homayoun is the co-author of Sales Growth: Five Proven Strategies from the World’s Sales Leaders, published in 2012 by John Wiley & Sons (with a second edition in 2016). Sales Growth distills the insights from hundreds of McKinsey engagements and interviews with 200 successful global companies’ leaders into a set of stories and practical ideas for driving above-market growth. Tens of thousands of viewers have watched his interview series on Sales Growth TV. He is also the author of multiple articles on sales management. As the convener of McKinsey’s Growth Summit, he regularly brings together chairpersons and CEOs from the world’s most prominent companies to discuss their growth agenda.
Homayoun has been a member of the MIT Corporation (the board of trustees of the Massachusetts Institute of Technology). He received his MBA from the MIT Sloan School of Management, where he was awarded the Seley Scholarship, Sloan’s highest merit award.
Who Should Enroll
- Frontline sales representatives and managers
- Organizational leaders interested in an overview of sales team strategies