Case Study: Highspot achieves revenue growth and high rep retention with Xactly Corporation

Highspot Grows Revenue & Maintains High Rep Retention with Xactly

Highspot, a fast-growing sales organization, faced the twin challenges of coaching a largely remote, early‑career sales force during the pandemic and retaining top performers in an extremely competitive job market. Managers needed a way to help reps understand complex compensation plans and focus on the deals that would maximize their earnings.

By deploying Xactly Incent, Highspot gave reps real‑time visibility into commissions via dashboards that managers used for targeted coaching and to tie earnings to individual goals. The result: sellers made better deal decisions, many overachieved (one rep earned more than his OTE in a month), pay transparency increased trust, and Highspot maintained high rep retention while growing revenue.

Highspot

John Garand

Sales Manager