Practical example
Sales process definition
Define the sales process as a managed system.
Purpose
Describe how the organisation converts relevant market opportunities into clear, feasible customer commitments and reliable handovers.
Minimum content
- Purpose, scope and intended results
- Process owner and participating roles
- Inputs, outputs and interfaces
- Stages and decision criteria
- Risks, controls and escalation routes
- Required evidence and records
- Measures and review cadence
Example process objective
Increase the proportion of accepted commitments that are complete, feasible and aligned with confirmed customer requirements, while reducing avoidable pursuit effort and downstream rework.
Example: Adapt this structure to your organisation, customers, risks and applicable requirements. Evidence should be useful to the work—not created only for audit.