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.
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?