Above you can see the proposed event simulation flowchart for McGraw-Hill Education's digital product sales group. As you can see there are many areas within the process where things can go wrong. This can oftentimes mean the difference between a million dollar adoption and losing an entire account to a competitor. There needs to be a focus on risk management and processes in place to get back on track when things are going wrong. Although the Sales Representative is responsible for most of the process transactions, when others are looped in, there is a greater chance of crisis.

 

While the diagram above covers a great deal of events and possible outcomes, the analyst needs to continue to monitor the process, obtain feedback and make changes or add triggers, steps or possible outcomes to the process in order to be sure the efficiency is not compromised. 

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The success of the business goals in this sales area is dependent upon the process model implementation and maintenance not only during the initial implementation but for the future as well.