About Lareina

Lareina is a leader of McKinsey’s Sales & Marketing Practice and the firm’s Digital Sales Initiative, where she is an expert on digital sales transformations, sales excellence, and culture change. Determined to help win the war for talent and gender parity, Lareina leads McKinsey’s research on women in the workplace and related external partnerships, and counsels executive teams on improving diversity in their organizations.

Lareina’s recent work includes:

  • digitally redesigning the customer experience for a high-tech company
  • redesigning a digital first sales and marketing strategy, including an assessment of the operational requirements and transformation roadmap
  • developing a new digital customer experience and leading design teams to stand up to an initial prototype
  • developing the SaaS strategy and economic transition model for traditional software offers
  • resetting the coverage and economic accountability model for a software sales organization
  • developing the new talent and leadership model for a high-tech company
  • restructuring the sales distribution and partner channel and restructuring incentives and programs to improve productivity
  • creating a new account management model that both reduced costs and improved customer experience
  • re-designing a marketing organization around advanced analytics as their core competency

Lareina has been a keynote speaker at Dreamforce, DemandCom, and Sales Account Management Conference (SAMA). She leads McKinsey’s Go-to-Market workshops, bringing together a variety of sales leaders across industries.

Passionate about developing women leaders, Lareina also leads McKinsey’s Women in the Workplace partnership with LeanIn.Org and The Wall Street Journal. She built McKinsey Academy for Women, and frequently speaks about women’s issues, including at Fortune’s Most Powerful Women Summit, Makers Conference, Techonomy, Professional Business Women’s Conference, and Women’s Forum for Economy & Society in France. She is on the board of the International Center for Research on Women in Washington D.C.

Videos

Why Do Women Keep Hitting the Glass Ceiling?” Bloomberg, September 30, 2015

Megatrends: What it means for sales,” McKinsey on Marketing & Sales, August 2015

Select Published Work

Sales & Marketing:

What sales executives need to get right for digital success,” McKinsey & Company, August 2016

The sales secrets of high-growth companies,” McKinsey & Company, May 2016

Is Your Sales Organization Ready for the Digital Revolution?” Quotable, May 2016

Salespeople need to improve their social media skills,” Forbes, April 2013

Help your B2B salespeople improve their social media skills,” McKinsey on Marketing & Sales, April 2013

The Social Enterprise: How your customers produce and consume in the social world,” McKinsey on Marketing & Sales, October 2012

Simplify big data or it’ll be useless for sales,” Forbes, October 2012

Sales growth: Five proven strategies from the world’s sales leaders,” McKinsey on Marketing & Sales, July 2012

Women in the Workplace:

What It Will Take to Make the Tech Industry More Diverse,” Harvard Business Review, March 15, 2016

Breaking down the gender challenge,” McKinsey Quarterly, March 2016

Women in the Workplace,” a study undertaken by McKinsey and LeanIn.Org, September 2015

Fostering women leaders: A fitness test for your top team,” McKinsey Quarterly, January 2015

Women in the workplace: A research roundup,” Harvard Business Review, September 2013

Lessons from the leading edge of gender diversity,” McKinsey Quarterly, April 2013

Women in the Economy,” The Wall Street Journal, May 2012

Unlocking the full potential of women at work,” McKinsey & Company, May 2012

Education

Columbia University, School of International and Public Affairs
MA in Economic Policy

Columbia University (Barnard)
BA in History and Political Science