Is it true that 'Best Case' may be used in Stage 4 when trending positively, but 'Commit' can only be selected in Stage 4 when you're certain it will close?

• A. False
• B. True
• C. Not specified
• D. Irrelevant

Answer: (B)

Forecasting uses levels of certainty to reflect how confident you are about a deal closing. Best Case captures upside when the trend is positive but isn’t guaranteed—it's the optimistic scenario that could close if things stay favorable. If a deal is moving well in Stage 4 but still carries some risk (timing, conditions, or customer hesitation), marking it as Best Case lets you acknowledge the potential without overcommitting.

Commit represents near certainty that the deal will close within the forecast period. It should be chosen in Stage 4 only when you have strong, concrete evidence—such as an approved deal, a signed commitment, or a firm closing date—and you truly believe the close will happen. Using Commit without that level of certainty would inflate the forecast and mislead planning.

So, the statement is true: Best Case may be used in Stage 4 when the trend is positive, while Commit should be reserved for deals you are certain will close.