THIS IS A CONTINUATION OF PROVIDING TIPS TO ASSIST COMPANIES IN BREAKING AWAY FROM THE “COOKIE CUTTER” CALL CENTER SYNDROME.
Is it not feasible to customize these “cookie cutter” call systems to better suit the needs of your customers?
What would it take to make sure the client has access to a customer service survey at the end of each call ( or some legitimate alternative) by which the agent is not able to bar the clients from completing it? Can the client have only 2 survey questions to answer along with an option to voice details? My preferred questions would be: (1.) Based on a score from 1-10 with10 being excellent, was the agent able to take care of all your requested needs that were possible to accomplish during this one call? (2.) Based on a score from 1-10 with 10 being excellent, would you recommend this company to your friends and /or relatives?(3.) Would you like to add any comments which would enable us to better serve you in the future?
Make sure your sales and customer service agents really know how to conduct the new buzz term of “relationship sales.” If I invited someone into my house, I do not want to talk or form a relationship with anyone reciting a scripted greeting; ending and a check list of what questions should be asked during our conversation. I would be horrified if someone I just met started asking me personal questions that I am not likely to share with anyone. Why do some company personnel believe that these norms of courtesy do not apply to a sales agent and a potential client? Over time as I talk to my guest and discover that his/ her history reflects some common interests with me, then the guest could eventually be comfortable enough to start to ask pertinent questions and to share information that would help me to demonstrate how whatever I am selling would benefit and suit my client’s needs. This is “relationship sales.”
One of the major complaints voiced by many call center representatives who are professionals in their fields of business, sales, insurance, banking, and financial planning, etc. is this requirement of being obligated to follow a script no matter what the circumstances. Some agents have told me that their scripts keep being adjusted. In one case, the company management has stated that the agents have to utilize a particular opening and closing statement; follow certain set of steps in the call process; ask a certain amount of questions, and keep the call as short as possible. It is as if the top brass are searching for the magic bullet to standardize the sales procedure to make it easier for agents to sell and for supervisors to be able to manage the sale process. If one searches the internet, there are numerous call center marketers advertising and promoting their perfect script guaranteed to improve anyone’s sales numbers. None would be a good example of developing, the “relationship sales” model. The best “relationship sales” course offered as a basic lesson online that I have found is on SAI Global . Incidentally, there is no magic bullet as you will always be dealing with the client who is not scripted.
Is your company able to demonstrate an increase in revenues due to increase of both the tenured and newer clients purchasing new products and decrease in tenured clients partially cancelling current lines of business; increase in customer retention rates and increase in customer satisfaction ratings while increasing revenues due to cost cutting measures such as operating a “cookie cutter” call center? Having access to sophisticated business analytics is even more crucial if the business you are managing involves selling to a limited market. Pleasing your customers, being true to your brand and earning your clients’ loyalty over and over again by consistently delivering exceptional products and services can’t afford a c- change in this expectation. A company can’t afford to have their culture compromised by management’s decision to implement the “cookie cutter” call center in order to increase the financial soundness of the business but without the necessary strategic business plan and customization to mitigate the typical unintended problems associated with this type of operation.
One of the hidden problems has to do with the call center employee attrition rate approaching 50% for large organizations incurring mostly inbound calls. According to a write up, published in 2012, http://www.trostle.com,”; Managing Hidden Costs of Contact Center Teams In The New Economy, turnover is described as follows: “Turnover is the percentage of the total number of agents leaving the call centre over 12 months, divided by the number of seats during the same 12 months. Turnover can be healthy or unhealthy, functional or dysfunctional, voluntary or involuntary, avoidable and unavoidable. Research from Chris Bracken of Call Me! IQ reports that “Industry data shows large call centers average 49% annual attrition, . . . call centers focused on outbound dialing average more than 60% annual attrition. Turnover costs have a significant impact on the department budget and company profitability. Total costs can range from 60 to 200% of an employee’s annual salary, according to various reports. One study estimated that turnover-related costs represent more than 12% of pre-tax income for the average company and up to 40% for companies in the 75th percentile.”
The report continues: “There are both tangible and intangible costs associated with turnover. Intangible costs include: low morale; lack of commitment; breakdown of trust; critical skills or knowledge drain; dissatisfied customers; lost intellectual capital; reduced reputation; potential lost customers. Tangible costs (both voluntary and involuntary) include hiring costs associated with replacing an employee: third party recruiter fees; online system and advertising costs; candidate interviews (assessment, testing, and screening fees); new hire bonuses, referral fees, and sign-on incentives; processing and time associated with replacement (HR, management, multiple interviews and departments involved); training new hire costs – on boarding process and associated costs of acclimating a new employee to the environment (mentor or co-worker time) In the case where a replacement cannot be found quickly or it is decided not to replace, there are costs associated with redesigning the work, as existing employees must be retrained to cover the vacancy and overtime must also be paid in order to cover the additional work. In addition, there are lost productivity or business costs – includes the “savings” incurred by not paying wages for the exited employee, and it also includes costs associated with low morale, lost revenue and the performance differential for the new employee as well as costs associated with lost sales.”
If your company wishes to continue to be proud of being an exceptional company which provides outstanding products and customer service, then do not give into the “fools gold” marketed by the call center systems sales teams without any modification as to how customer satisfaction and employee satisfaction is measured. Do not compromise! It cannot just be how they answer your customer satisfaction surveys and employees respond to employees surveys but how are customers voting with their pocketbooks and is there a reduction in the employee retention rate. Focus on placing the pleasing of your customers first has to be based in reality, and then invest in a healthy work environment which actively encourages the free flow of ideas by your frontline employees; otherwise, over time you will end up compromising your hard earned reputation and branding. YOUR COMPANY WILL REFLECT THE “COST CULTURE!”
RELATED ARTICLES:
1.)Wells Fargo’s pressure-cooker sales culture comes at a cost …http://www.latimes.com/…/la-fi-wells-fargo-sale-pressure-20…;
1.)Called into xxxxx at the end of DEC 2013 to inquire about auto and home insurance. Was disconnected by xxxxx’s “survey request” automated service; and subsequently reconnected to a different agent. Unbeknown to me the 1st agent issued a home policy without my consent.
If that were not enough– xxxxx apparently filters its “member reviews” because my complaint of this practice via the member review method never saw “the light of day” in their system– it was never published. No wonder all that you ever see on their website are glowing reviews of their service and company; with only a minor slight shown now and then to promote a fabricated image of fairness. 259c286
4.)I do billing and collections for doctors. At one time, I would recommend xxxxx. They conducted business with their policy holders with great care and consideration. It seemed they paid the claims without too much problems such as large reductions. Reductions cost the patient, and they are not legal! I work for doctors who do not want their patients to have to pay any more than what the policy states. So if their policy states that out-of-network, the policy is 80/20, I am there to assure the insurance pays the 80%, not reduce the charge and only pay 65% or less leaving a balance for the patient.
Because insurances are not forced to pay what their obligation is, it has caused the rise in health care. If they would pay as they have promised their clients, hospitals would not need to start a charge for an aspirin at $20.00 in the hope to get the 20 cents. At one time, xxxxx was the best insurance and as a bill-er, I was called often to give referrals. It broke my heart when I had to warn people about xxxxx instead of giving them as my referral.
NUTTY CONSUMER'S WORLDVIEW 