Gartner Blog Network

Melissa Hilbert
Research Director
1 year at Gartner
23 years IT Industry

Melissa Hilbert is a Director in Gartner Research. 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, sales incentive compensation, quota management and territory management. She has additional expertise in sales enablement processes, sales enablement tools and sales analytics. Read Full Bio

Will we ever get back to normal? How sales enablement can help you adapt and recover

by Melissa Hilbert  |  April 9, 2020

As we enter the Nth week of quarantine, self isolation and social distancing, most of us are longing to “get back to normal”.  What we really should be thinking about is what will the new normal be?  I don’t think you can ever go back to the way you were.  We learn, grow and change […]

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Sales – When Business Becomes Personal

by Melissa Hilbert  |  March 18, 2020

While it may make logical sense to “Carry on and Stay Calm”, humans are just that, humans and it’s personal. The COVID-19 pandemic did not stem from a sales  problem but it surely will create them.  And, who can focus on business when you are trying to figure out what to do with your whole […]

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Critical Capabilities for SPM for 2018 is now available

by Melissa Hilbert  |  January 17, 2018

The companion research to the Sales Performance Management Magic Quadrant is now available. This research provides deeper insights into the products covered in the Magic Quadrant. While the MQ focuses on vision and execution for each vendor, this research looks at critical capabilities such as calculations, business rules and audit trail across four different use […]

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The Gartner 2018 Magic Quadrant for Sales Performance Management is available

by Melissa Hilbert  |  January 16, 2018

Gartner is pleased to announce the latest version of the Magic Quadrant for Sales Performance Management. The Magic Quadrant examines qualifying vendors for sales performance management including: incentive compensation, quota management, and territory management. This annual report evaluates vendors based on both vision and execution strength. The SPM market continues to grow at a healthy […]

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The Gartner 2017 Magic Quadrant for Sales Performance Management and Critical Capabilities have been published

by Melissa Hilbert  |  March 31, 2017

Gartner is pleased to announce the latest version of the Magic Quadrant for Sales Performance Management. The Magic Quadrant examines qualifying vendors for sales performance management including: incentive compensation, quota management, and territory management. This annual report evaluates vendors based on both vision and execution strength. The SPM market continued to grow in 2016. While […]

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Hello world!

by John O'Leary  |  March 17, 2017

Welcome to Gartner Blog Network. Stay tuned for more developments in the Gartner Blog Network!

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