CONTROL
Intended control
Causes investigated; actions owned; effects verified; learning shared and standardised.
SaleQMS process area
Learning & improvement
Convert evidence from variation, losses and failures into sustained system change.
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
Blame replaces learning; recurring errors; actions closed without proof; playbooks grow but behaviour does not change.
EVIDENCE
Useful evidence
Win/loss review; deviation log; root-cause analysis; improvement experiment.
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?