Melissa A. Hilbert
1 year at Gartner
21 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. 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.
Areas of Coverage
- Customer Relationship Management
Melissa A. Hilbert's Recent Gartner Activity
Sales Enablement Technology Transforms the CRM Sales Landscape
Hype Cycle for CRM Sales, 2017
The Gartner CRM Vendor Guide, 2017
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.
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