Enablement’s Evolution From Sales Enablement to Revenue Enablement, With Melissa Hilbert

In this episode, Doug sits down with Melissa Hilbert, senior director at Gartner in the Application IT Leaders Group. Melissa discusses her leading work in revenue enablement, including a recent revenue enablement maturity model, revenue enablement Market Guide and key insights for chief sales officers, chief revenue officers and other sales leaders. 

Melissa Hilbert is a senior director at Gartner in the Application IT Leaders Group, where she 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 CX CORE model. She also covers sales force automation (SFA)/CRM tools around adoption and usage and high-level strategy as well as digital twin of a customer for sales.