About Homayoun
The core of Homayoun Hatami’s expertise is in sales development and innovative applications for commercial practices. He is a director in McKinsey’s Paris office and co-leads our work in sales and channel management globally.
He worked in McKinsey’s Boston office before moving to Paris. He has headed several commercial-transformation projects, mainly for large telecom, high-tech, and consumer electronics clients. He assisted them primarily in defining strategies for multichannels, retail partnerships, organization, and sales-force operational efficiency.
Homayoun Hatami has played a key role in McKinsey’s research in the area of growth through excellence in sales and channels. He is one of the authors of Sales Growth: Five Proven Strategies from the World’s Sales Leaders, which deals with the experiences and innovations of 120 sales executives at multinationals.
From 2001 to 2006, he was a member of board of trustees of the Massachusetts Institute of Technology.
Videos
Rebirth of the salesman
Being a courageous sales leader
Sales management at heart of business growth
All of Homayoun Hatami’s videos on Sales Growth TV2
Publications
Sales Growth: Five Proven Strategies from the World's Sales Leaders, John Wiley and Sons, Inc., 2012
“Selling into micromarkets,” Harvard Business Review, August 2012
“Use big data to find new micromarkets,” Human Capital Exchange, August 2012
“Finding the mountaintops in your markets,” CustomerThink.com, July 2012
“Use data to unlock growth ahead of your rivals,” ChiefExecutive.net, June 2012
“Sales motivation: It’s not just about pay,” Monster, April 2012
“Using your salesforce to jump-start growth,” McKinsey Quarterly, April 2011
Education
| MIT Sloan School of Management |
MBA |
| École Centrale de Paris |
MS in computer science |