CONTROL
Intended control
Process owner; defined scope and interfaces; measurable objectives; governance cadence.
SaleQMS process area
Direction & ownership
Align the sales process with context, customer value and business objectives.
RISK
Failure modes
Unclear accountability; conflicting targets; local optimisation; unmanaged process changes.
EVIDENCE
Useful evidence
Customer and market context review; process charter; objective register; management review.
MEASURE
Measures to consider
Decision cycle time; exception frequency; downstream failure; customer outcome; improvement effect.
Questions for process review
- What decision or customer outcome must this process area make more reliable?
- What evidence is sufficient, and who decides?
- How does control change with risk and complexity?
- Where can information be lost, distorted or delayed?
- How will we know that the process is effective?