In Stage 3 forecasting, what category is used when the deal is more likely to close?

• A. Worst Case
• B. Best Case
• C. Most Likely
• D. Moderate Case

Answer: (B)

Think of forecasting categories as labels for closing likelihood. In Stage 3, when a deal looks more likely to close than others in the pipeline, it’s labeled as Best Case. This reflects an optimistic, yet credible, outcome — a high-probability scenario within that stage that signals strong confidence and potential upside if everything proceeds smoothly. It helps planning by highlighting opportunities with real upside while still staying grounded in realism.

The other labels represent more pessimistic or neutral outlooks: Worst Case is the lower end with the least chance of closing, Moderate Case suggests a middle-ground estimate, and Most Likely is the standard forecast expectation. In this framework, the stronger-than-average close probability at Stage 3 is captured by Best Case.