Forecasting guidance in Stage 3?

• A. Forecast category is not used in Stage 3
• B. Always set to Worst Case to be safe
• C. Use only Most Likely category
• D. Use the TriNet Forecast Category and set to Best Case when the deal is more likely to close

Answer: (D)

The idea being tested is using a standardized forecast category to reflect how likely a deal is to close at this stage. In Stage 3, you should apply the TriNet Forecast Category and set it to Best Case when the deal is more likely to close. This communicates a higher probability of closing to stakeholders and supports accurate planning, without assuming certainty. It keeps forecasting consistent across deals by tying the category directly to the likelihood of closing.

Choosing Worst Case for every Stage 3 deal would be overly pessimistic and undervalue potential revenue; using only Most Likely ignores upside risk; not using the TriNet Forecast Category at all reduces clarity and consistency. Set to Best Case when indicators (progress, timelines, buyer commitment) make a close likely, and adjust as the situation evolves.