cro-review

Compare original and translation side by side

🇺🇸

Original

English

🇨🇳

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>

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

cro-review

Original

Translation

/cs:cro-review — CRO Forcing Questions

/cs:cro-review — CRO强制审查问题

When to Run

运行时机

The Six CRO Questions

六个CRO审查问题

1. Pipeline Coverage

1. 销售管道覆盖率

2. Win Rate Trajectory

2. 赢单率趋势

3. NRR Decomposition

3. NRR拆解

4. Ramp Time

4. 成单周期

5. Discount Discipline

5. 折扣管控

6. Pipeline Source Mix

6. 销售管道来源构成

Workflow

工作流程

Output Format

输出格式

CRO Review: <plan>

CRO Review: <plan>

Pipeline

销售管道

Retention

留存情况

Ramp

成单周期

Discount

折扣情况

Source Mix

来源构成

Verdict

结论

Next Steps

下一步行动

Routing

后续路由

Related

相关内容