While I usually cover contact center best practices and innovation in this blog, today, in keeping with Halloween, I’ve decided to highlight what scares the pants off of most customer care professionals (and what scares the pants back on those who work from home).
Forget about witches, ghosts and goblins – here are some things that are really scary if you manage a contact center:
Rampant agent turnover. It’s positively frightening to think that the average contact center has an annual turnover rate of nearly 40%, and that, according to the human capital management firm CallMe! (that really is their name), the average turnover cost per agent is upwards of $4,000. This means that in a typical 100-seat contact center, agent turnover costs roughly $160,000 – every year. Evidently many organizations are so paralyzed by fear of such exorbitant figures, they are physically unable to create the kind of positive culture that would cause said figures to plummet.
Disengaged agents interacting with your customers. Even scarier than agents leaving are agents who stick around – but who couldn’t care less about your company or its customers. Just because agents show up and sit at their workstations everyday doesn’t mean they are truly present, and THAT can cost you even more than actual turnover. When agents aren’t engaged, empowered and focused on the job, the unnecessary callbacks, long caller rants and customer defection could end up forcing your center to implement a 100% work-at-home initiative – because your company soon won’t be able to make rent.
Managing Millennials. Millennials tend to be highly creative and tech-savvy multi-taskers who enjoy working in a collaborative manner. Nothing actually scary about that – unless you are a contact center manager or supervisor who only knows how to lead and develop people whose learning styles and communication preferences are just like yours. If that’s the case, your attempts to engage the typical Millennial will be a horror show featuring a lot of carnage – or at least a lot of burnout and attrition.
Social customer service. Just when you thought you had a handle on all the channels and that it was safe to go back into the contact center, social customer service entered the scene – bringing with it a new kind of terror. Now your center has to respond not only to customers who contact you directly (via phone, email and chat), but also to those who express their issue and mention your company name via Twitter or Facebook. And if you don’t respond to the latter customers – or if you respond in an unsatisfactory manner, everybody and their mother gets to see as the PR nightmare plays out.
Big data. The vast amount of customer information today’s contact center is able to capture is amazing – and scary as all get-out if the center doesn’t have a way of structuring, analyzing and strategically acting on the data. If you thought finding time to monitor each agent a few times a month was hard, try finding time to make sense of the millions of pieces of customer intelligence flying around the contact center stratosphere. Fortunately, there have been real advances in interaction analytics and data-mining to help centers slay the big bad data monster, but many customer care organizations have yet to invest in or tap the full power of said technologies, and thus must continuously face the fear of being swallowed up whole.
The power of the home agent model. This one may seem a bit out of place, but the power of the home agent model is scary. What else do you know of that, once implemented, has the power to vastly improve such critical things as: agent engagement and retention; agent performance and attendance; contact center staffing/scheduling flexibility; facility expenses; disaster recovery; and the environment? It’s natural to be in awe of such power, even a little frightened. But what’s REALLY scary is the fact that not every customer care organization has embraced the home agent model despite all the huge proven benefits. I guess they are deathly afraid of success – or of happy agents.
What scares YOU about customer care and working in a contact center? Share what makes you shudder and shiver in the ‘Comments’ box below.
Oh yeah, and HAPPY HALLOWEEN!
The next time your contact center is in need of a consultant, look no further than your phone floor.
The best centers I have worked with in my 20 years in the industry don’t view their agents as merely ‘the folks on the phones’ but rather as highly insightful internal consultants – individuals who know better than anyone what processes, practices and improvements are needed to provide optimal customer experiences and increase operational efficiency.
Such contact centers get better and better – and retain agents and customers longer and longer – by empowering staff to serve as…
Recruiting & Hiring consultants. Nobody knows what it takes to succeed on the contact center firing line better than the people who man it everyday. Smart centers solicit agent input to enhance recruiting and the applicant selection process. This may entail having them help develop ‘ideal agent’ profiles, provide suggestions for behavioral-based interview questions, interact with and evaluate candidates, and/or create job preview descriptions or videos (that give applicants a clear view into what the agent position is really like). It may also involve having agents sneak into neighboring contact centers to kidnap top talent.
Training & Development consultants. Agents know what skills and knowledge they need to create the kind of customer experience one usually only reads about in corporate mission statements or sees in dreams. Creating a training & development task force and including on it a few experienced agents – as well as a couple of not so experienced ones – is a great way to continuously close knowledge gaps and shorten learning curves. Agents will gladly tell you what’s wrong with and missing from new-hire training, ongoing training, one-on-one coaching and the center’s career path (assuming one even exists). Only by actively involving frontline staff in the training & development process can a contact center become a truly dynamic learning organization.
Quality Monitoring consultants. One of the best ways to keep agents from being afraid of or resistant to your quality monitoring program is to actively involve them in it. Agents will hate monitoring and you a lot less if you…
- ask them to help develop/improve the center’s monitoring form and rating system
- let them self-evaluate their performance prior to having a supervisor provide feedback/coaching
- allow them to take part in a peer monitoring & coaching initiative
- collaborate with them when creating development plans during coaching sessions
- give them a chance to “coach the coach” by asking them to evaluate how effective their supervisor is at rating calls and providing feedback.
Technology consultants. While you probably don’t want to have your agents designing the actual systems and software your center uses, you definitely do want to have your agents sharing their ideas and suggestions regarding what tools they need to enhance the efficiency and effectiveness of the service provided to customers. Agents’ two cents on desktop applications, knowledge bases, scripts and workflows can be invaluable for decreasing handle times and increasing first-contact resolution rates. In addition, agents often know what’s wrong with the center’s IVR system and web/mobile self-service applications (because customers constantly tell them), thus they can provide input that leads to a reduction in the number of unnecessary calls, emails, chats and death threats agents must contend with.
Rewards & Recognition consultants. Empowering agents to enhance the rewards and recognition they receive may be akin to letting your partner pick out her/his engagement ring, but hey, it’s all about making people happy and keeping them from running into the arms of another. I know of a lot of contact centers that ask agents for input on incentives and contests, individual and team awards, and how they’d like to be recognized. Many centers have even implemented peer recognition programs where agents themselves get to decide who is most deserving of special accolades and attention. Managers and supervisors still need to show plenty of their own initiative with regard to rewards and recognition, but collaborating with agents in this area goes a long way toward elevating engagement and performance.
Do you treat YOUR agents like consultants? Feel free to share some of your experiences and suggestions in the Comments section below.
(A slightly different version of this piece originally appeared as a guest post on the ‘Productivity Plus’ blog
put out by the very good people at Intradiem.)
True contact center success comes when organizations make the critical switch from a “Measure everything that moves” mindset to one of “Measure what matters most.” Given that we are now living in the Age of Customer Influence, “what matters most” is that which most increases the likelihood of the customer not telling the world how evil you are via Twitter.
No longer can companies coast on Average Handle Time (AHT) and Number of Calls Handled per Hour. Such metrics may have ruled the roost back when contact centers were back-office torture chambers, but the customer care landscape has since changed dramatically. Today, customers expect and demand service that is not only swift but stellar. A speedy response is appreciated, but only when it’s personalized, professional and accurate – and when what’s promised is actually carried out.
AHT and other straight productivity measurements still have a place in the contact center (e.g. for workforce management purposes as well as identifying workflow and training issues). However, in the best centers – those that understand that the customer experience is paramount – the focus is on a set of five far more qualitative and holistic metrics.
1) Service Level. How accessible your contact center is sets the tone for every customer interaction and determines how much vulgarity agents will have to endure on each call. Service level (SL) is still the ideal accessibility metric, revealing what percentage of calls (or chat sessions) were answered in “Y” seconds. A common example (but NOT an industry standard!) SL objective is 80/20.
The “X percent in Y seconds” attribute of SL is why it’s a more precise accessibility metric than its close cousin, Average Speed of Answer (ASA). ASA is a straight average, which can cause managers to make faulty assumptions about customers’ ability to reach an agent promptly. A reported ASA of, say, 30 seconds doesn’t mean that all or even most callers reached an agent in that time; many callers likely got connected more quickly while many others may not have reached an agent until after they perished.
2) First-Call Resolution (FCR). No other metric has as big an impact on customer satisfaction and costs (as well as agent morale) as FCR does. Research has shown that customer satisfaction (C-Sat) ratings will be 35-45 percent lower when a second call is made for the same issue.
Trouble is, accurately measuring FCR is something that can stump even the best and brightest scientists at NASA. (I discussed the complexity of FCR tracking in a previous post.) Still and all, contact centers must strive to gauge this critical metric as best they can and, more importantly, equip agents with the tools and techniques they need to drive continuous (and appropriate) FCR improvement.
3) Contact Quality and 4) C-Sat. Contact Quality and C-Sat are intrinsically linked – and in the best contact centers, so are the processes for measuring them. To get a true account of Quality, the customer’s perspective must be incorporated into the equation. Thus, in world-class customer care organizations, agents’ Quality scores are a combination of internal compliance results (as judged by internal QA monitoring staff using a formal evaluation form) and customer ratings (and berating) gleaned from post-contact transactional C-Sat surveys.
Through such a comprehensive approach to monitoring, the contact center gains a much more holistic view of Contact Quality than internal monitoring alone can while simultaneously capturing critical C-Sat data that can be used not only by the QA department but enterprise-wide, as well.
5) Employee Satisfaction (E-Sat). Those who shun E-Sat as a key metric because they see it as “soft” soon find that achieving customer loyalty and cost containment is hard. There is a direct and irrefutable correlation between how unhappy agents are and how miserable they make customers. Failure to keep tabs on E-Sat – and to take action to continuously improve it – leads not only to bad customer experiences but also high levels of employee attrition and knife-fighting, which costs contact centers an arm and a leg in terms of agent re-recruitment, re-assessment, re-training, and first-aid.
Smart centers formally survey staff via a third-party surveying specialist at least twice a year to find out what agents like about the job, what they’d like to see change, and how likely they are to cut somebody or themselves.
For much more on these and other common contact center metrics, be sure to check out my FULL CONTACT ebook at https://offcenterinsight.com/full-contact-book.html.
In an effort to gain recognition and respect, too many struggling contact centers try to bite off more than they can chew – implementing performance goals that they have as much chance of meeting as I do of being crowned Miss America.
I often encourage managers of poorly performing contact centers to stop reaching for the stars and to instead just concentrate on not sucking. You have to crawl before you can walk, and you have to walk before you can run a world-class operation.
With that in mind, below are some key performance objectives that managers of sub-par centers might want to consider implementing to help earn some quick wins, build some confidence among staff, and quit drinking so much in the morning.
Contact Resolution. Don't worry about first-contact resolution (FCR) right now. True, resolving customer issues on the first contact has a big impact on customer satisfaction, agent engagement and operational costs, but chances are your center just isn't yet ready to achieve a lofty FCR objective. Instead focus on a more feasible and less intimidating metric – fifth-contact resolution (5CR).
Studies have shown that it is easier to fully resolve customer issues on the fifth try than it is to do so on the first, second, third or fourth try. Research has also revealed that centers that are able to resolve customer issues within five contacts report higher customer satisfaction, agent retention and cost savings than do centers that don't resolve customer issues until the sixth, seventh or eighth contact.
Service Level. Don't set your center and agents up for failure by shooting for an ambitious service level objective of answering 80 percent of calls within 20 seconds, or some similar challenging goal. It's much wiser to start out with the following, more palatable service level objective: 80% of calls answered… period. The number of seconds that it takes to do so should not be a major concern at this point – that will come later, assuming customers don’t burn your center to the ground in the meantime.
Adherence to Schedule. Most contact centers focus too much on whether or not agents are in their seat at the right times. Your center will be much more likely to meet/exceed its adherence objective if you don't emphasize the "in your seat" and the "at the right times" parts so much. Instead, go a little easier on your staff by explaining the importance of them at least trying to stay within city limits during their shift. Agents will greatly appreciate the fact that you recognize how challenging and restrictive their job can be, and, as a result, will strive to meet the new objective you have set forth. Or not.
Contact Quality. When it comes to assuring quality in struggling contact centers, the emphasis should be less on agents achieving high monitoring scores and more on whether or not the person rating the call throws up. When no vomiting occurs, be sure to praise the agent publicly, and consider grooming him or her for a supervisory role. If, however, vomiting does occur during a call evaluation – and it will – provide the agent with positive and nurturing pointers on how he or she could have made the interaction with the customer less nauseating to the person evaluating it.
If you follow all the suggestions and recommendations provided here in this blog post, I guarantee that your contact center will move from being absolutely abysmal to being just a little pitiful in no time. Best of luck!
For performance measurement and management tactics that are even MORE practical than those highlighted here, be sure to check out my book, Full Contact: Contact Center Practices & Strategies that Make an Impact.
Few metrics have made contact center managers drool like first-call resolution has. And with good reason: FCR has been shown to have a significant impact on customer satisfaction, operational costs and employee morale. So we’re looking at a metric trifecta – a measurement that is both qualitative and quantitative, and that is also engaging for agents.
Unfortunately, FCR is also one of the most misconstrued and mis-measured metrics in the contact center. Many managers get so caught up in the potential benefits that FCR can bring, they simply add it to the center’s scorecard and start tracking it haphazardly – without really grasping some key concepts or taking the customer’s perspective into full consideration.
To avoid the typical FCR pitfalls that doom many a contact center and customer relationship, it’s critical to understand the following:
Accurately measuring FCR takes work. This metric is not easily captured and calculated. You can’t just rely on callback tracking technology, as some customers may not call back even if their issue wasn’t resolved. For instance, they might instead contact the center via another channel (e.g., email, chat) or perhaps even defect to the competition out of frustration. Nor can you just have your quality monitoring folks decide if a call has been resolved (though that doesn’t stop many centers from doing this to gauge FCR); it has to be measured from the customer’s perspective. And while asking customers about issue resolution via post-contact surveys is highly recommended, that method alone isn’t sufficient for accurately tracking FCR either, as sometimes a caller might think their issue was resolved during a call, but then the agent or somebody else doesn’t follow through with what needs to be done to complete the resolution, resulting in a later callback.
The best way to track FCR is to use a combination of the aforementioned methods, and to then just hope you are catching the metric at enough angles to get close to what your actual FCR rate is. That’s a lot of work to still be unsure, but the good news (sort of) is…
...Customers don’t actually care if you know how to measure FCR – they simply want you to ACHIEVE it. It’s important the managers don’t get so obsessed with measurement of FCR that they forget to focus on what processes and practices actually drive FCR improvement. Who cares if you are doing a bang up job of tracking FCR if all the reports show that your rate never goes up. Top contact centers worry less about numbers and more about positive customer experiences, and thus embrace such FCR improvement tactics as:
-Providing agents with the training and resources to quickly and effectively resolve contacts.
-Ensuring that there are no conflicting performance objectives hindering customer-centricity and
FCR achievement (like rigid AHT goals).
-Mastering skills-based routing so that callers get sent to the right agent with the skill-set to handle
their issue.
-Building agent incentives around FCR goal achievement.
-Empowering agents to make improvements to FCR-related processes.
A high FCR rate isn’t always something to cheer about. Even if your center effectively measures FCR, and your reports consistently show a rate in the 90%-95% range, don’t assume you are an FCR rock star. While rates that high can be legit, more often than not they are inflated by simple “slam dunk” inquiries that the call center could have avoided entirely by providing (and effectively promoting) strong self-service options (e.g., speech-enabled IVR; dynamic web self-service tools.) A potent self-service strategy not only can save the company mucho dinero, many customers prefer self-service when it comes to basic transactions and inquiries.
A high FCR rate doesn’t always account for the amount of effort expended or pain endured by the customer. Sometimes an issue may get resolved on the first call, but not before the customer considered suicide while stuck in a IVR hell only to get transferred to an agent who, while equipped with the answer required, was not equipped with much courtesy or professionalism. That’s why no FCR initiative is complete without solid Quality monitoring and C-Sat measurement practices in place. They are key to ensuring calls are resolved AND relationships are cultivated.
Very few people in our industry dreamt early on in life about being a call center professional. If you happen to know somebody who did, be careful – he or she is probably dangerous. (Ted Bundy and Jeffrey Dahmer both reportedly fantasized about customer care as kids.) If you yourself had dreams of a call center career when you were younger, then I was just kidding about the whole "dangerous" thing. Otherwise, I wasn’t.
Just because you didn’t plan on becoming a call center professional doesn’t mean that you haven’t landed in an exciting and rewarding field. With customer service being the big differentiator among competing brands these days, call centers are hot. You’ve probably even been invited to sit at the cool kids’ table in the company cafeteria, or at least you no longer have your lunch money stolen by some bully from Marketing.
Even still, many call center managers and supervisors – because of their random arrival in this crazy profession – continually struggle with existential career issues, constantly asking themselves such questions as, “Do I belong here?” and “Is it too late to become a fireman?”
It’s ok to question whether or not you are a real call center professional. To help you find out, look for the following symptoms… I mean signs:
10 Signs You’re a Real Call Center Professional
1) You’ve legally changed your name to an acronym.
2) At the end of a date, you ask the person to complete a satisfaction survey.
3) You don’t giggle when you hear the term “shrinkage”.
4) If ever homeless, you’d create a sign that reads: “Will forecast call volume for food.”
5) You think an engagement party is a gathering to raise employee morale.
6) The fitness instructor at your gym told you to do 10 "reps", and you argued that that would be highly unprofessional.
7) You have a tattoo of A.K. Erlang… right next to your tattoo of Alexander Graham Bell.
8) You can’t telecommute because you’d miss the smell of headsets.
9) When friends ask about your social life, you tell them your call center now interacts with customers via Twitter.
10) You get all these jokes.
I’m not usually one to be critical, unless I am awake and somebody is nearby to listen. But I simply cannot sit idly by and watch as people make very avoidable, costly mistakes – mistakes that often result in the loss of respect, money, career and lunch.
During the nearly two decades I have spent writing about and researching contact centers, I have uncovered several common critical mistakes that keep centers from ascending and customers from applauding. Here are the top three:
1) They obsess over “industry standards”. Industry standards are like crack to many contact center professionals. These managers would kill their own mother for some, and when they (or think they) get a hold of it, things fall apart. At least crack is real; contact center industry standards don’t even exist. They are like Santa Claus or functional CRM solutions.
Rather than take the time to determine what would be the best service level objective or response time goal or first-contact resolution target for their particular center, many managers simply want a quick fix – a magic number or formula upon which they can base their critical contact center decisions and strategies. They embrace metrics and objectives that don’t fit their specific budget or business or customer base just because some other center has succeeded using the same goals and measures. A suicide hotline operation should not copy a software support centers’ caller access strategy; if they do, they are certain to “lose” customers.
2) They don’t measure customer satisfaction, or do so ineffectively. It never ceases to amaze me how many contact centers don’t bother to formally measure C-sat. They just assume that if they haven’t received any ticking packages in the mail and have decent internal quality scores, then customers must be content. Just because a center’s quality assurance specialist deems a call well-handled doesn’t mean that the caller didn’t hang up and reach for his voodoo doll or a weapon, or, worse, blog about their experience. The only way to know just how satisfied or homicidal customers are is to ask them directly following their interaction with the contact center.
Of course, many centers that take the time to do just that do so poorly. They survey customers too late and/or the survey itself is designed badly (too many questions, too few questions, not the right questions). Many centers still use traditional mail surveys, which the customer doesn’t even receive until days after their interaction with an agent (thus making it hard for the customer to fully remember the subpar service they received), and which doesn’t come back from the customer until after the agent who handled the contact has been promoted to the Marketing department or has left their job to check into an inpatient mental health facility.
The best C-sat measurement initiatives center around a timely post-contact survey via phone, IVR or email, and that features between 5-8 questions – one of which asks the customer if their issue was fully resolved, and one of which asks the customer how likely they are to send a ticking package to the contact center via mail.
3) They don’t let agents work from home. If I were a contact center manager and heard that there was a staffing strategy that study after study has shown to improve agent engagement and retention, recruiting, quality, productivity and staffing flexibility, the first thing I would do is ignore it.
NOT.
But that is just what most contact center managers have done with telecommuting. True, frontline telecommuting is on the rise of late, but still only about one in five centers industry-wide use home agents to some extent. The old arguments like “How can I tell if they are working if I can’t see them” simply don’t hold water anymore. If you pick the right agents to work from home, you shouldn’t have to worry about whether or not they are adhering to schedule and doing what they are supposed to be doing. And even if you don’t trust your home-based staff, there are numerous technologies that enable managers and supervisors to spy on home agents and capture their every word, keystroke and nap.
There is a reason why some centers that decide to test out telecommuting end up kicking most or even all of their agents out of the building. It works – very well. Not only do home agent programs enable you to hold on to your best reps – who will likely perform even better from home due to being happier and more motivated – such programs also enable you to rid the contact center facility of those agents who smell funny but who are simply too good at customer service to fire.
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