Integrating your sales tools only matters if it saves you time or stops things from falling through the cracks. If you’re looking to connect Highspot and Salesforce so your sales team isn’t drowning in tabs, copying and pasting links, or tracking down content, you’re in the right place. This guide is for admins and ops folks who want real results—not just another checkbox for the boss.
I’ll walk through what actually matters, what to skip, and where people usually trip up. No buzzwords, just what works.
Why bother integrating Highspot and Salesforce?
Let’s be honest: most integrations promise the world and deliver a parade of pop-ups and new headaches. But connecting Highspot with Salesforce can actually make a big difference if you do it right:
- Content in context: Reps can find and share the right content from inside Salesforce—no more hunting through folders or asking marketing to resend the latest deck.
- Tracking what matters: See which assets are used and which deals they help close, right in Salesforce.
- Less admin: Automate updates so you’re not manually logging every interaction.
But if you overcomplicate things or try to turn Salesforce into a second home for Highspot, you’ll just end up with a mess. Let’s get into how to do it right.
Step 1: Map out your “why” before touching any settings
Don’t just turn on the integration because you can. Take 15 minutes to answer these:
- What’s the actual workflow problem you’re trying to solve? (E.g., “Reps can’t find the right case studies when working an opportunity.”)
- Who needs to see Highspot content inside Salesforce—just sellers, or others?
- What do you want to track? (E.g., which decks are used in closed-won deals)
- Are there any compliance or data privacy rules to worry about?
Pro tip: Write these down and sanity-check with one or two sellers. If you can’t explain why you’re integrating, you’re probably about to make more work for yourself.
Step 2: Check your prerequisites (and don’t skip this)
Before you start clicking around:
- Make sure you have admin access in both Highspot and Salesforce.
- Confirm you’re using a supported Salesforce version (Lightning is a must; Classic is mostly a dead end).
- Decide if you want to use Highspot’s managed package from Salesforce AppExchange or do a more custom setup. For almost everyone, the managed package is easier and safer.
Check the documentation from both sides—sometimes they change requirements after a release. And yes, you’ll need to coordinate with IT at some point, so warn them early.
Step 3: Install the Highspot managed package in Salesforce
The Highspot managed package is the easiest way to get up and running. Here’s the real-world flow:
- Go to Salesforce AppExchange and search for “Highspot.”
- Install the managed package in your Salesforce org. Stick to the sandbox first—never test in production.
- Assign permissions to the right users. Don’t just give it to “everyone.” Start with a pilot group.
This package usually adds:
- Highspot Lightning components (widgets you can drop onto opportunity, account, or lead pages)
- Custom objects for tracking engagement
- Some out-of-the-box reports
What to watch out for: The install steps are pretty standard, but mismatched permissions or missing fields are the #1 source of headaches. If it’s not working, check profiles and field-level security first.
Step 4: Configure Highspot and Salesforce to talk to each other
Now it’s time to connect the two systems. Don’t rush this part.
In Highspot:
- Go to “Integrations” and find the Salesforce connector.
- Authenticate using an integration user, not a personal admin account. (This avoids breakage if someone leaves the company.)
- Set up the sync schedule. Usually, every 15-30 minutes is fine—don’t set it to real-time unless you really need it.
In Salesforce:
- Add the Highspot Lightning components to the page layouts you want (opportunity, account, etc.).
- Decide if you want Highspot activity to write back to Salesforce (e.g., logging when a deck is shared).
- Test with a real user account, not just your admin login.
Pitfall alert: Don’t turn on every single feature “just in case.” Start simple—show content recommendations and basic engagement. You can always add more later.
Step 5: Decide what data actually needs to sync
This is where things get messy if you’re not careful. Highspot and Salesforce can send a lot of data back and forth, but more isn’t always better.
- Sync only what you’ll use. If you don’t plan to report on asset usage, don’t sync every click.
- Map Highspot fields to Salesforce fields carefully. If you’re tracking asset usage, tie it to opportunity IDs or contact IDs so you can actually report on it.
- Skip the “kitchen sink” approach. Nobody needs a report with 40 columns of random data.
Pro tip: Talk to whoever owns sales reporting. Ask what fields they really use. Integrations are easier to expand than unwind.
Step 6: Pilot with a small group—and get feedback fast
Rolling the integration out to everyone on day one is a good way to get flooded with tickets. Instead:
- Pick a few sales reps who will actually use the tools (not just the friendliest ones).
- Walk them through a real deal cycle: finding, sharing, and logging content.
- Ask them what’s confusing or clunky. Watch them use the tool—don’t just ask for opinions.
What usually breaks: Permissions, weird page layouts, and too many clicks. If people have to scroll, they’ll ignore the widget.
Step 7: Train, document, and (gently) enforce usage
Even the slickest integration will collect dust if nobody knows it’s there. Once the pilot is solid:
- Record a 3-minute demo video. Nobody will watch anything longer.
- Add a one-pager to your sales wiki: “How to find and share content from Salesforce.”
- Make it part of onboarding—not just a launch-day announcement.
If you need adoption, tie usage to something reps care about (like deal reviews or pipeline meetings), not another “compliance” metric.
Step 8: Monitor, tweak, and avoid “set it and forget it”
Integrations are not crockpots. Set a reminder to check usage reports and feedback every month or so:
- Are reps actually using the Highspot widget?
- Is asset data syncing cleanly?
- Are there new pain points, or can you retire unused features?
If something isn’t working, don’t be afraid to turn it off. Sometimes less is more.
What works—and what’s not worth your time
Worth it: - Embedding content recommendations right on opportunity pages. - Logging high-level engagement (e.g., when a deck is sent, not every single click). - Using integration users and clear permissions to avoid breakage.
Skip or proceed with caution: - Real-time, every-click tracking—it’s noisy and nobody looks at it. - Over-customizing layouts until you know what reps actually use. - Integrating every single Highspot feature “just because it’s there.”
Quick FAQ
What about mobile?
Highspot’s Salesforce integration is decent on desktop. On mobile, things get clunky fast. Test before rolling out.
Can I report on content ROI in Salesforce?
Sort of. You’ll get high-level usage data, but tying content to closed deals is only as good as your reps’ habits. The integration helps, but it’s not magic.
What about security?
Use integration users and keep permissions tight. Avoid giving everyone admin access “just for setup.”
Keep it simple—and iterate
Don’t let “integration” become a four-letter word in your org. Start with the basics: show salespeople the right content, track what matters, and don’t drown in data. The best integrations are invisible—they just help work get done. Set things up, check in often, and keep it as simple as you can. You’ll thank yourself later.