Case Study: Acosta Group achieves better quota attainment and sales efficiency with Highspot

How Acosta Boosted Quota Attainment by 70%

Acosta Group was building sales enablement from the ground up when it piloted Highspot, and the team faced major challenges with content governance and sales visibility. Sellers were working without a formal enablement function, content lived across scattered SharePoint sites with no version control, and marketing had little insight into what assets were being used. Low CRM adoption also made it difficult for Acosta Group to track pipeline health and opportunity stages.

Highspot helped Acosta Group centralize enablement and gain the engagement metrics and usage data it needed to identify effective content and improve field adoption. With Highspot, the team could better oversee content, reduce outdated or inaccurate communications, and push sellers toward high-performing assets. The result was stronger visibility into content and pipeline activity, supporting better enablement programs and more accountable revenue execution.

Acosta Group

Paul Wright

Vice President of Sales Enablement