This is a profile image of Maria Valdivieso de Uster

Maria Valdivieso de Uster


Helps companies build advanced sales capabilities that drive above‐market growth

Maria is a partner 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 (, 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.

Published work

Future of B2B sales: The big reframe,” McKinsey & Company, November 2022

The domino effect: How sales leaders are reinventing go-to-market in the next normal,” McKinsey & Company, October 2020

Five actions to boost your sales organization’s resilience,” McKinsey & Company, July 2020

Advanced analytics can drive the next wave of growth for transportation and logistics companies,” McKinsey & Company, October 2018

The five things sales growth winners do to invest in their people,” McKinsey & Company, October 2018

Boosting your sales ROI: How digital and analytics can drive new performance and growth,” McKinsey & Company, February 2018

For top sales-force performance, treat your reps like customers,” McKinsey & Company, June 2017

Unlocking the power of data in sales,” McKinsey & Company, December 2016

How to unlock growth in the largest accounts,” McKinsey & Company, September 2016

Why salespeople need to develop ‘machine intelligence’,” Harvard Business Review, June 2016

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

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

Three trends in business-to-business sales,” McKinsey & Company, May 2010


MIT – Sloan School of Management

Wellesley College
BA, economics