Gartner Expert
Melissa Hilbert
Sr Director Analyst
Melissa Hilbert is a Senior Director at Gartner in the Applications and Software Engineering Group. Ms. Hilbert is responsible for the Sales Enablement agenda within the Digital Commerce and CRM Sales Technology KI which includes a market guide. The technology includes sales content, training and coaching. 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 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
Applications and Software Engineering Leaders
CRM Strategy and Customer Experience
CRM Sales Technology (retired)
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
3Sales enablement strategy (content, training and coaching) and vendor evaluation for technology and platforms
4Digital Adoption Solutions strategy, offerings and use cases
5CRM/SFA adoption and usage