Posts tagged: Call Center Communication

Choose Your Supervisor Leadership Style

What follows are 15 key areas of Agent supervison that supervisors should be aware of. The goal for supervisors is to place each of these areas within the context of their own operations. Although the differences between supervising telesales and customer service agents are extremely slim, some aspects, such as being late to work, may be more of a priority when managing inbound customer service agents than outbound telesales agents. Still telesales and customer service agents are both required to show up on time and meet minimum standards on the telephone. Supervisors must be cognizant with regard to their shifts. In the case of telesales agents, it may be more important that agents meet their minimum sales numbers. Whereas in the case of customer service agents, it may be more valuable that they arrive promptly to work so customers may have their telephone calls answered properly. Senior management needs to determine exactly what they want their supervisors to monitor, and how strict they want that monitoring to be.

Key Areas of Agent Supervision

  1. Being late to work
  2. Coming back late from break
  3. Failing to move to the next call or email after one is completed
  4. Coming back late from lunch
  5. Incorrectly handling a customer/prospect issue
  6. Setting poor qualified appointments or sales
  7. Leaving work early
  8. Communicating poorly on the telephone
  9. Staying off the telephone too long
  10. Spending too much time working on personal projects
  11. Being rude on the telephone
  12. Being insubordinate to a supervisor
  13. Treating teammates and peers inadequately
  14. Failing to meet goals and objectives
  15. Not adapting to changes within the call center

For 4 powerful ideas that will allow you to push past personal emotions to be a strong leader, despite the gossip, read the whole white paper available on www.callcentertoday.com

Communicate with your employees, it’s good business

Failing to effectively communicate with your employees isn’t just bad for business. It also can create a work environment that’s ripe for legal trouble. If you take time to communicate, explain your actions, stay involved and make the workplace seem rational to employees, you will increase your chances of staying out of the courtroom.

Below are five of the most common errors that land employers in court—along with tips on how to avoid making them in the first place. As you’ll see, communication lies at the heart of all of them.

1. Failing to document performance issues

Remember this: Arbitrators, judges and juries will believe one document over 10 witnesses. Your documentation doesn’t have to be formal or perfectly written, but it does have to be understandable, contemporaneous—and dated! Many employment cases—especially those involving retaliation claims—hinge on timing issues alone.

If the offense is not egregious, follow a progressive disciplinary process. Judges and juries appreciate when the employer can show it bent over backward to try to save an employee. And while not critical, obtaining an employee’s signature on documents involving progressive discipline can be very helpful.

2. Failing to have effective policies and preventive measures

In today’s environment, the best way to limit your exposure to employment claims is to have policies on workplace harassment, FMLA leave, workplace violence and standards of conduct. They’re critical.

Before putting such policies in place, it’s always a good idea to seek legal counsel from an employment attorney to ensure they are drafted correctly and that you have covered all the bases.

For example, standards of conduct must preserve an employer’s ability to be flexible. Harassment policies need to include information about the proper method to report violations if employees experience or witness harassment in the workplace.

Job applications and employee handbooks also can be great tools to help avoid employment claims. They are the employer’s two best friends. On job applications, courts have upheld provisions addressing at-will employment and the right to check with prior employers for references. Your handbook can include a mini-statute of limitations, restricting the period of time that employees can file employment claims against the company.

3. Failing to provide accurate and honest performance evaluations

At many wrongful discharge trials, the plaintiff’s first exhibits are recent performance evaluations—almost always showing good, if not excellent, performance. If evaluations inaccurately reflect good performance, employees will often argue that their termination from a company was illegal or discriminatory.

Hold supervisors accountable for the accuracy and timeliness of their performance evaluations. Make sure the forms themselves encourage frank and constructive criticism.

For example, some forms have a checkbox format that allows managers to select general performance descriptions such as “meets expectations” or “exceeds expectations.” With those options available, managers rarely check “does not meet expectations.” If they do, it raises questions about whether the employee should be working at the company in the first place and whether the supervisor is doing his job.

Avoid generic forms that tend to result only in positive reviews. Where possible, tailor evaluation tools to the specific job and use objective criteria and metrics to measure performance.

4. Failing to explain a termination decision

Employers that are afraid to tell employees why they’re being terminated are opening themselves up to legal action.

Tell the truth when you’re letting someone go. Don’t try to soften the blow by waffling about the reason for the termination, implying that it’s not his fault, or that he’s simply being “laid off.” Failing to be up front with an employee you’re terminating is a cardinal sin of management.

Worse is refusing to give any reason at all. Chances are good the employee will seek answers at an attorney’s office.

5. Creating a perception of favoritism

Employees get disillusioned and angry when their work environment becomes stressful because favoritism is the rule of the day. When workers believe that favoritism is driving a manager’s decision-making, turning to legal counsel or a labor organization for protection is often the next step.

To avoid this, it’s critical to train front-line supervisors to maintain consistency and clarity in personnel actions. They must know how important it is to be clear about why they are doing things the way they are. Monitor supervisors’ performance to make sure they’re not creating the perception of favoritism—or worse, discrimination.

4 Parallels between Call Centers and School

Agents see their job in the call center as an extension of the years they spent in school. Supervisors see that metaphor as well. School is a symbol all employees can relate to, whatever their country of origin, because everybody that works in a call center has lived through the experience of school years. Supervisors will sometimes talk about their agents and refer to them as “my kids.” We’ve heard supervisors say “My kids are doing great.” Or, “The kids are loose again,” or my favorite, “All right everyone, play time is over, back to your desks.” Supervisors know from their school experience that their role mimics the teacher’s role. The meaning of supervisors equating agents to school kids is not to demean the intelligence of the agents, it is to emphasize the similarities between school and the call center that everybody can relate to.

Parallel 1 – Cliques and Styles

We can all remember the cliques that formed in middle school and jr. and high school. People gravitated towards the group that had people most like them, or most like who they wanted to be. The cliques were a big part of each student’s experience in school. The same is true in call centers. Supervisors must recognize that agents bond differently with one another based on a multitude of factors. Remember in school when you would eat lunch with your group of friends? Usually those groups were somewhat familiar. Agents treat lunch the same way. Remember in school how you only liked certain classes, parts of the day, and certain teachers but not others? Agents view the call center the same way. For example, agents may dislike taking member servcie calls from Alabama, but love taking calls from Oregon. Agents may dislike one supervisor but value the intelligence and input of another. And agents may dislike making outbound telsales calls to prospects before 10 a.m., but love to do so after 2 p.m.

TO READ MORE, INCLUDING 3 MORE PARALLELS BETWEEN THE CALL CENTER AND SCHOOL, DOWNLOAD THE WHITEPAPER “HOW CALL CENTERS ARE LIKE SCHOOLS!” HERE http://store.callcentertoday.com/frwhpa1.html

Three Elements To Great Telephone Sales Script Writing

Call Center Today writes some of the best inbound and outbound telephone sales scripts for clients.  Combine great telephone sales scripts with amazing sales effectiveness training and you have a phenomenal process to boost sales in the call center.  We have spent quite a bit on telephone script writing in our blogs, and wanted to write more here.  Telephone sales scripts are fantastic ways to get customers to act, and therefore the script that does the walking and talking for the rep is critical.  Craft a fantastic script and the customer responds. Here are 3 quick tips for your call center scripts:

1.  Get engagement, the customer that is engages responds and acts while the customer that has no vested interest in the call won’t proceed the way the reps want them to

2.  Ask questions. When the customer answers, you have won.  And, the answer provides information.  They won’t answer unless they are engaged

3.  Make sure they give you answers to your questions and then use the answers to build your case

There is so much more to great telephone sales scripts and telephone sales script writing.  This is just a little inkling of what your script can do.  For more information, visit www.callcentertoday.com or email us to talk script writing at mycallcenter@callcentertoday.com.

How To Deliver Great Call Center Culture

When working with our clients on call center consulting programs, call center training programs, inside sales development, customer care, and all the rest, we sometimes find ourselves bouncing back to Great Call Center Culture.

And, most critically, how to build great call center culture. Two common themes always stand out and wanted to share those with everybody.

1) The Call Center Embodies Several Channels Of Communication

The call center is a world of communication. There are several channels that allow agent-to-supervisor and supervisor-to-agent communication to take place. When mastered successfully, a communication culture emerges that increases performance, attitude and retention across the board. These channels are visual and verbal by nature; then break-down to channels within the visual and verbal spectrum.

2) The Call Center Is An Emotional Environment

Agents and supervisors become emotional at the most inopportune times. Agents are not required to recognize, or handle, their emotions; supervisors are. The way supervisors manage their own emotions, and their agents’ emotions, will dictate the level of success a call center exhibits. When supervisors fail to heed emotional challenges in the call center, supervisors lose their ability to effectively manage their employees.

By using visual and verbal channels to communication – and by handling emotions – the culture begins to form. Powerful emotions can sway results, good and bad. Power channels of communication can also sway results, good and bad.

For more information visit www.CallCenterToday.com.

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