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Homayoun Hatami

Global Leader, Capabilities Practices, Paris
Helping companies drive above-market growth through innovation, new business building, technology, and novel marketing and sales approaches.

About Homayoun

Homayoun leads McKinsey’s capabilities worldwide, which includes our functional areas and our innovation priorities. He focuses on bringing the best of McKinsey’s expertise, data, and solutions to clients, and shaping our future capabilities to meet our clients’ evolving needs.

A member of McKinsey’s Shareholders Council, our board of directors, and our global leadership team, known as the Acceleration Team, Homayoun previously served as the managing partner of McKinsey’s French office and before that as managing partner of our Marketing & Sales Practice in EMEA.

He works alongside his clients to bring McKinsey’s latest innovations in digital, technology, and analytics to help achieve above-market growth, serving leading companies in the luxury, consumer, media, and industrial sectors.

Homayoun is the co-author of Sales Growth: Five Proven Strategies from the World’s Sales Leaders, which distills 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.

He 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. He also has a Master of Science in Computer Science from Ecole Centrale Paris.

 Published work

"Stratégie zéro émission : la compétitivité future se joue maintenant," Les Echos, June 2021

What matters most? Five priorities for CEOs in the next normal,” McKinsey & Company, September 2021

The toughest leadership test,” McKinsey & Company, May 2020

The Restart,” McKinsey & Company, May 2020

Sales incentives that boost growth,” McKinsey & Company, October 2018

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

Investing ahead of demand: Two ways sales leaders shine,” Forbes, August 2016

Why salespeople need to develop ‘Machine Intelligence’,” Harvard Business Review, June 2016

Sales Growth: Five Proven Strategies from the World's Sales Leaders, Wiley, May 2016

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

The new world of sales growth,” McKinsey & Company, May 2016

Six steps to transform your marketing and sales capabilities,” McKinsey & Company, March 2015

"To Improve Sales, Pay More Attention to Presales," Harvard Business Review, February 2015

Put the “and” back in “sales and marketing”,” Harvard Business Review, October 2014

Big Data, Analytics and the Future of Marketing and Sales (eBook), Forbes, July 2013

Selling into micromarkets,” Harvard Business Review, August 2012

Education

Sloan School of Management
MBA, Seley Scholarship recipient

École Centrale de Paris
MS, computer science