Case Study: Industrial Training International achieves accurate forecasting, improved pipeline management and predictable sales goals with InsightSquared

Using InsightSquared To Accurately Forecast, Manage Pipeline And Predict Sales Goals

Industrial Training International (ITI), a global leader in crane and rigging training, faced growing pains in a sales organization less than three years old: limited visibility into pipeline health, inconsistent activity tracking, and unreliable forecasts that made account management and goal-setting difficult. Leadership needed a way to re-evaluate opportunities, improve close rates, and ensure sales efforts aligned with client and operational needs.

By integrating InsightSquared with Salesforce, ITI gave every rep access to real-time pipeline reports, automated weekly "Pipeline Today" emails, and Employee Scorecards used in weekly performance meetings. The solution improved forecasting accuracy, increased accountability and collaboration, helped predict annual sales goals, identified best-selling programs for better trainer alignment, and eliminated cumbersome reporting—saving the company roughly 15 hours a year while enabling data-driven decision making.

Industrial Training International

Christina Lanham

Manager, E-Learning and Digital Services