Which statement describes the required Forecast Category in Stage 4?

• A. Forecast Category must be Open
• B. Forecast Category is not relevant
• C. Forecast Category must be Commit when certain
• D. Forecast Category must be Pending

Answer: (C)

Forecasting relies on a category that shows how likely an opportunity is to close in the forecast period. In Stage 4, the deal is close to closing but not guaranteed yet, so the right label is “Commit when certain.” This signals that the forecasted revenue is treated as committed only if specific conditions are met, providing a strong but conditional forecast. It helps align planning and reporting by distinguishing deals that are highly likely from those still uncertain. The other options don’t fit because they aren’t standard forecast categories or don’t convey the conditional commitment needed at Stage 4.