What Is a Forecast Category?
A forecast category is a label applied to a deal that reflects the rep's confidence it will close in the period — typically Commit, Best Case, Pipeline and Omitted (or Closed). Unlike deal stage, which tracks process, forecast categories capture judgment, giving managers a confidence-weighted revenue roll-up.
Key takeaways
- Categories like Commit, Best Case and Pipeline capture closing confidence.
- They're separate from deal stage — judgment vs process position.
- They let managers roll up a confidence-weighted forecast.
The standard categories
| Category | Meaning |
|---|---|
| Commit | High confidence — count on it this period |
| Best Case | Possible upside if things go well |
| Pipeline | Open but not yet forecastable |
| Omitted / Closed | Excluded, or already won/lost |
Category vs stage
Deal stage tracks where a deal is in the process; forecast category tracks how confident the rep is it will land this period. A deal can be in late-stage negotiation (stage) but only Best Case (category) because timing is uncertain. You need both views.
Frequently asked questions
What is a forecast category?
A label reflecting a rep's confidence a deal will close in the period — typically Commit, Best Case, Pipeline and Omitted/Closed.
What's the difference between Commit and Best Case?
Commit means the rep is confident the deal lands this period; Best Case is possible upside that requires things to go well.
How is a forecast category different from a deal stage?
Deal stage tracks process position; forecast category tracks closing confidence and timing. They're complementary views of the same deal.
Related service: Set up forecast categories in HubSpot