cro-reviewlisted

# /cs:cro-review — CRO Forcing Questions **Command:** `/cs:cro-review <plan>` The pipeline-paranoid operator pressure-tests revenue assumptions. Six questions that surface next-quarter pain this quarter. ## When to Run - 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 ## The Six CRO Questions ### 1. Pipeline Coverage **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. ### 2. Win Rate Trajectory **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. ### 3. NRR Decomposition **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%. ### 4. Ramp Time **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. ### 5. Discount Discipline **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. ### 6. Pipeline Source