Gartner Expert

Melissa Hilbert

Sr Director Analyst

Melissa Hilbert is a Senior Director at Gartner. Ms. Hilbert is responsible for the Sales Performance Management (SPM) agenda within the Sales Technology KI 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, including sales content, training, coaching technology and digital adoption solutions. She also covers SFA/CRM tools around adoption and usage and high-level strategy.

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.

She 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

IBM

Director, Worldwide Sales Enablement - Sales Performance Management

Xactly Corporation

Sr. Solutions Consultant, SPM

Harte-Hanks

Presales and Engagement Manager

Areas of coverage

Application Leaders

CRM Strategy and Customer Experience

CRM Sales Technology

Education

B.S., With Distinction, Marketing and Communications, Babson College

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Top Issues That I Help Clients Address

1How to evaluate the relative advantages of SPM offerings available in the market

2Connect sales effectiveness and operational efficiencies to clients' strategic plans

3Sales enablement strategy (content, training and coaching) and vendor evaluation for technology and platforms

4Digital Adoption Solutions

5CRM/SFA adoption and usage