Analyst Profile

Melissa Hilbert

Melissa Hilbert

Sr Director Analyst

3 years at Gartner ,  23 years industry experience

Roles and Responsibilities

Melissa Hilbert is a Director at Gartner. Ms. Hilbert is responsible for the Sales Performance Management (SPM) agenda within the CRM for sales research agenda including the SPM Magic Quadrant and Critical Capabilities. She has extensive knowledge of SPM systems and processes including sales incentive compensation, quota management and territory management. She has additional expertise in sales enablement processes, sales enablement tools and sales analytics. She also covers SFA/CRM tools and high level strategy.

Areas of Coverage

  • Customer Relationship Management


Previous Experience

Ms. Hilbert has more than 21 years of experience in the IT industry. Prior to joining Gartner, she served as the WW Director of Sales Enablement for sales and presales at IBM where she educated direct and indirect sellers and presales resources, guiding them with best practices for sales execution, industry knowledge and best practices. Prior to IBM, she worked as a Solutions Consultant and managed the presales process with several ICM vendors. Ms. Hilbert has directed the enablement efforts worldwide for sales performance management for sales and tech sales including face-to-face, one-on-one and virtual training. Education imparted encompassed industry knowledge and best practices as well as a focus on sales execution.

Professional Background

Harte-Hanks, Presales and Engagement Manager, 11 years
IBM, Director, Worldwide Sales Enablement - Sales Performance Management, 4 years
Xactly Corporation, Sr. Solutions Consultant, SPM, 6 years


B.S., with distinction, Marketing and Communications, Babson College



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