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Original

English
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Translation

Chinese

/cs:cro-review — CRO Forcing Questions

/cs:cro-review — CRO强制审查问题

Command: 
/cs:cro-review <plan>
The pipeline-paranoid operator pressure-tests revenue assumptions. Six questions that surface next-quarter pain this quarter.
命令： 
/cs:cro-review <plan>
对销售管道极度谨慎的运营者会对营收假设进行压力测试。这六个问题可在本季度提前暴露下一季度的潜在问题。

When to Run

运行时机

  • Before committing to a quarterly revenue target
  • Before changing sales motion (PLG ↔ sales-led, mid-market ↔ enterprise)
  • Before hiring a batch of reps
  • When pipeline coverage drops below 3x
  • When NRR is trending down
  • 确定季度营收目标之前
  • 更改销售模式（PLG ↔ 销售主导、中端市场 ↔ 企业级市场）之前
  • 批量招聘销售代表之前
  • 销售管道覆盖率低于3倍时
  • NRR呈下降趋势时

The Six CRO Questions

六个CRO审查问题

1. Pipeline Coverage

1. 销售管道覆盖率

What is pipeline coverage for the current quarter, by stage?
  • Inbound-heavy: 3x. Outbound-heavy: 4x. Below either threshold = act now.
  • Stage-weighted, not just total.
当前季度各阶段的销售管道覆盖率是多少？
  • 以Inbound为主：3倍。以Outbound为主：4倍。低于任一阈值需立即采取行动。
  • 需按阶段加权计算，而非仅看总覆盖率。

2. Win Rate Trajectory

2. 赢单率趋势

What's win rate this quarter vs the last 4 — and what's the leak point?
  • Stage-by-stage conversion.
  • If a single stage softens, identify why before forecasting.
本季度赢单率与过去4个季度相比如何？流失点在哪里？
  • 按阶段转化率分析。
  • 如果某个阶段转化率下降，需先找出原因再进行预测。

3. NRR Decomposition

3. NRR拆解

What's gross retention, contraction, and expansion separately?
  • NRR alone hides churn.
  • A 110% NRR with 95% gross retention is different from 110% with 80%.
总留存率、收入收缩率和收入扩张率分别是多少？
  • 仅看NRR会掩盖客户流失问题。
  • 总留存率95%的110% NRR与总留存率80%的110% NRR存在本质差异。

4. Ramp Time

4. 成单周期

For the last 4 hires, how many days to first deal and to quota?
  • If ramp > 90 days at growth stage, hiring profile or enablement is broken.
  • Forecasted hires must build in ramp.
最近4名新员工达成首单和完成配额分别需要多少天？
  • 若增长阶段成单周期超过90天，说明招聘画像或培训体系存在问题。
  • 预测招聘需求时必须考虑成单周期。

5. Discount Discipline

5. 折扣管控

What's the median discount this quarter vs last 4? Where is it creeping?
  • Discount creep is the leading indicator of pricing or positioning weakness.
  • Cap discounts by approver tier.
本季度折扣中位数与过去4个季度相比如何？折扣上升趋势出现在哪里？
  • 折扣上升是定价或定位薄弱的主要信号。
  • 需按审批层级设置折扣上限。

6. Pipeline Source Mix

6. 销售管道来源构成

What % of pipeline is marketing-sourced, sales-sourced, partner-sourced?
  • If one source dominates > 80%, you have concentration risk.
  • Cross-check with cs-cmo-advisor.
营销获客、销售获客、合作伙伴获客分别占销售管道的百分比是多少？
  • 若某一来源占比超过80%，则存在集中度风险。
  • 需与cs-cmo-advisor交叉验证。

Workflow

工作流程

bash
python ../../../skills/cro-advisor/scripts/revenue_forecast_model.py
python ../../../skills/cro-advisor/scripts/churn_analyzer.py
bash
python ../../../skills/cro-advisor/scripts/revenue_forecast_model.py
python ../../../skills/cro-advisor/scripts/churn_analyzer.py

Output Format

输出格式

markdown
undefined
markdown
undefined

CRO Review: <plan>

CRO Review: <plan>

Date: YYYY-MM-DD
日期： YYYY-MM-DD

Pipeline

销售管道

  • Coverage: X.Xx (target 3x+)
  • Win rate: X% (4Q trend: ↑ / → / ↓)
  • Top leaking stage: <name>
  • 覆盖率：X.X倍（目标3倍以上）
  • 赢单率：X%（过去4季度趋势：↑ / → / ↓）
  • 最高流失阶段：<名称>

Retention

留存情况

  • Gross retention: X%
  • NRR: X%
  • Expansion: X%
  • Contraction: X%
  • 总留存率：X%
  • NRR：X%
  • 扩张率：X%
  • 收缩率：X%

Ramp

成单周期

  • New hires last quarter: N
  • Median days to first deal: X
  • Median days to quota: X
  • 上季度新员工数量：N
  • 首单达成中位数天数：X
  • 配额完成中位数天数：X

Discount

折扣情况

  • Median discount this quarter: X%
  • Trend vs 4Q ago: <delta>
  • 本季度折扣中位数：X%
  • 与4季度前相比的趋势：<变化值>

Source Mix

来源构成

  • Marketing: X% | Sales: X% | Partner: X%
  • 营销：X% | 销售：X% | 合作伙伴：X%

Verdict

结论

🟢 ON PLAN | 🟡 GAP | 🔴 PIPELINE CRISIS
🟢 符合计划 | 🟡 存在差距 | 🔴 管道危机

Next Steps

下一步行动

[3 concrete actions]
undefined
[3项具体措施]
undefined

Routing

后续路由

  • /cs:cfo-review
    — does this hit the cash plan?
  • /cs:cmo-review
    — is pipeline source-mix healthy?
  • /cs:execute
    — quarterly plan if GREEN
  • /cs:boardroom
    — if RED
  • /cs:cfo-review
    — 是否符合现金计划？
  • /cs:cmo-review
    — 销售管道来源构成是否健康？
  • /cs:execute
    — 若为绿色则执行季度计划
  • /cs:boardroom
    — 若为红色则提交董事会

Related

相关内容

  • Agent: 
    cs-cro-advisor
  • Skill: 
    cro-advisor
  • Execution: 
    ../../../../business-growth/
Version: 1.0.0
  • Agent: 
    cs-cro-advisor
  • Skill: 
    cro-advisor
  • Execution: 
    ../../../../business-growth/
版本： 1.0.0