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.