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Gartner Expert
Melissa Hilbert
Sr Director Analyst
Melissa Hilbert is a Senior Director at Gartner in the Application IT Leaders Group. Ms. Hilbert is responsible for the Revenue (formerly Sales) Enablement agenda within Digital Commerce and CRM Sales Technology which includes a market guide. The technology includes sales content, training and coaching. She covers the digital adoption platform market which also includes a market guide. She is also responsible for Sales Performance Management (SPM). She has extensive knowledge of SPM systems and processes including sales incentive compensation, quota management and territory management. She has additional expertise in digital sales rooms. She contributes to research on Gartner's CORE CX model. She also covers SFA/CRM tools around adoption and usage and high-level strategy as well as digital twin of a customer for sales.
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
Applications and Software Engineering Leaders
CRM Strategy and Customer Experience
Digital Commerce and CRM Sales Technologies
Education
B.S., With Distinction, Marketing and Communications, Babson College
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
3Revenue (Sales) enablement strategy (content, training and coaching) and vendor evaluation for technology and platforms
4Digital adoption platforms strategy, offerings and use cases
5CRM/SFA adoption and usage