Posts tagged: Call Center Training Culture

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.

Outsource or Inhouse The B-B Campaign

The question for your call center: Outsource or in-house?  The challenge:  B-B, not  B-C.

Clients ask Call Center Today all the time about the in-house versus outsource approach.  We strongly push for the in-house approach in a B-B environment where testing and on-going management of the campaign is deeply critical.  Of course, outsourcing has its place, and we refer to the third party option quite a bit.  However, more so, we see B-B projects, incorporating complex marketing touch programs to support the sales efforts, and we recommend the in-house approach.  Here are three reasons why:

1)  More control:  Easier to manage full time staff members who enjoy melding with the culture of your organization

2.  B-B is more sophisticated than B-B:  The need for on-going following up is very important.  Taking incoming calls and providing emails, and webinars, and on-line videos, in a sales cycle process, is equally important.  If you are going to outsource these functions to a third party than be certain you have a third party that is focused on your best interests

3.  Training:  The agents in a third party, today, may not be the agents, tomorrow, representing your business.  Turnover can kill you, especially with a mature, sophisticated product.  The agents work for the third party, not you.  And the third party will always be focused on the client who is the biggest, pays the most and screams the loudest.  Those three elements can hurt your campaign, especially if your B-B project is smaller.  Fortunately, when you perform the tasks in-house, you control the agents, the agents work for you, and you are both client and provider. You can scream and pay as much or as little as you wish and your agents will always pay attention to either.

Call Center Today helps organizations select the right strategy – either in-house or outsource.  Call Center Today helps your company build the package from A-Z, from analysis and roadmap to ascertain budget and results, all the way to hiring, scripting, training, management, quality assurance, and performance development.  We help in-house clients identify the in-house or outsource approach, for B-B and B-C campaigns.

For more information, visit us at www.CallCenterToday.com.  Email us at MyCallCenter@CallCenterToday.com.  Call us at 888-835-5326 x111.

Call Center Today Training Academy

Call Center Today training and consulting features the most in-depth development of training academies for companies.  It becomes their academy, literally a custom-designed University for managers and on-the-phone staff.  In particular, we have developed numerous training acadamies for corporations of all sizes.  They are structured, deep, and full of complete learning solutions.

The best part of a call center learning academy is that it can be what the organization needs, concise and tactical.  That means classes can be taught on how to communicate in English or third party languages; how to classes for the phone; how to classes on management; classes on products and services, etc.  And it becomes a staple of the culture. The learning academies that Call Center Today builds becomes a spirited, warm learning environment of on-going and forever training.

Really, it is about infrastructure.  Planning the classes, build the curriculum, identifying the channels such as classroom and e-learning, hiring the instructors, planning the times.  Once that is complete, it is about organizing the delivery, consistently.  For new hires, veterans, and all personnel.

For more information on how Call Center Today can help your organization build a learning and training call center academy in your business please contact us at MyCallCenter@CallCenterToday.com or call 888-835-5326.

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