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.
The people behind the process
Learn together from the outcome.
Bring different perspectives into the review. Agree what to improve and who will act.
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?