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Workforce Optimization in the Cloud

Follow the latest trends on cloud-based contact center software and workforce optimization

Customer Service Hints, Tips & Best Practices

How much can substandard customer service cost your business? One survey reports that 82% of customers stop doing business with a company that does not treat them well.

As the call center is the first point of contact for many customers, it’s a place where service must be constantly emphasized at both the agent and managerial levels. Your goal must be to deliver outstanding customer service any time, any day.

How? The best call centers focus their efforts on gaining insight into every customer on every call. Comments made even in passing can offer valuable insight into satisfaction with a product or service. There is no such thing as a routine transaction.

Check out the following blogs and articles for customer service tips. Still have questions? Search for answers here.

10 Tips for Reducing Average Handle Time

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Average handle time? Still important, we’re afraid. It’s a constant challenge but there are ways to cut it down while still providing the quality of customer service that your company and your customers expect. Try these tips and let us know if they work!

Skills-Based Routing

Agents that specialize in certain types of calls will almost always be able to handle them more quickly. 

Automated Processes

Made the switch from spreadsheets to workforce management? Then you’ve taken a significant step forward toward reducing AHT – now review any other manual processes and discuss whether they can be automated as well. 

Interview New Agent Candidates By Phone

One way to determine whether an agent can communicate efficiently is by interviewing them over the phone. You’ll find out how they respond to questions and unexpected situations, skills that contribute to AHT reduction. 

No Cold Transfers

If a call must be transferred, always make sure the customer’s relevant data is transferred as well, so the same questions won’t have to be asked a second time.

Prepare for the ‘Top 5’

Use WFM and agent feedback to determine the top five reasons customers call. Focus on a streamlined response to these in training and equip agents with the authority to address them. 

Anticipate Questions

Similar to the previous tip, the more agents can anticipate what the caller may ask, the faster those answers can be provided. 

Route Repeat Calls to the Same Agent

First call resolution is important as well, but when a customer has to call back, route his or her call to the agent that responded the last time. Familiarity with the situation should expedite the call. 

No Interruptions

This sounds counter-productive at first, as agents may want to get to their scripted procedure and move things along. But AHT benefits from listening as well, especially if the caller is not in a good mood. Interruptions will only make angry callers more irritated, and further decelerate the process. 

Put Agents in Charge

Not of everything, of course, or they’ll pay themselves a lot of bonuses. But give them as much authority as needed to solve customer issues, investigate problems, and provide a solution. Transferring calls, even without excessive hold time, is never good for AHT. 

Reward Top Performers

Give an agent a special prize for reaching the maximum number of accepted calls per shift – as long as they’re achieving this goal in a way that also provides courteous and attentive service. 



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Helping Customers Receive Better Service

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Your goal is to deliver outstanding customer service any time, any day. But there are days and times when achieving that goal is easier.

Should you share that information with callers that ask? Or offer a few recommendations on the company website or Facebook page? Why not? By doing so you're not only lightening the workload at peak calling time, you're also improving the likelihood that every call receives the personal attention and positive experience it deserves.

Yes, the public is more demanding now. They want what they want when they want it. But not everyone is like that, and most will appreciate any help that you are willing to provide. 

Think of it this way - the next time you go to the DMV, would you like them to let you know the wait time could be three hours if you arrive at noon, but if you get there by 9am you will be in and out in an hour? Most people would be delighted to know the fastest way to resolve their solution.

How you do this, of course, depends on the calling patterns and hours of operation at your call center. For some business, a warning to avoid Mondays might be in order; but for call centers in the travel industry, Fridays might be busier as couples plan weekend getaways. 

If there is a day that is typically lighter in call volume, let customers know. If there's a time when calls are answered faster, let them know. The first hour of operation may work, unless you have an issue with late-arriving agents.

You might also consider explaining IVR options in advance and in more detail, so customers will know which options to use before the call. Also, let them know what information you'll likely need for them, so they won't have to start searching for it after the call is initiated.

Finally, offer other options for finding the information they need - make sure business hours are clearly posted on your website, and that you have a FAQ page that explains common solutions to common problems.      


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Are You Paying Attention to Your Customers?

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A lot of lip service is paid to listening to customers. But there is a difference between actual listening and just hearing what they have to say.

The best call centers focus all of their efforts on gaining insight into every customer on every call. Comments made even in passing can offer valuable insight into satisfaction with a product or service, and should influence business development and marketing. There is no such thing as a routine transaction.

Are you really and truly paying attention to your customers? Here are a few ways to find out.

"You again?"

If you are getting too many repeat calls from the same customers about the same issue, something isn't right. Either your agents are not able to resolve the issue, or there is a problem with a product that cannot be solved. Whatever the reason, this is a communication breakdown that must be corrected. When possible, provide agents with the information they need to deal with the issue. Or inform a brand manager about the situation so action can be taken at that level.

"We don't have that service available"

Why not? If callers are repeatedly inquiring about something they want that you don't have, look into whether it's possible to provide it. Especially if it's a product or service already provided by other companies in your industry.

"Tell us how we're doing"

The fastest and easiest way to find out what customers want is simply to ask them. Sometimes it can be tempting to let analytics do the work for you - and with the right system in place you will certainly collect valuable, relevant data. But there's also nothing wrong with the direct approach. Ask for feedback, and incorporate that feedback into the entire organization, not just the call center.


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Call Center Don'ts: Live Agent Coaching

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For contact centers that have yet to install the type of advanced software that provides real-time insight into agent activity, the only viable option for coaching is to do so during live customer calls.

However, this method presents a number of challenges for both the agent and the coach. The most obvious is the necessity to communicate information to the agent while the agent is speaking with a customer. This is achieved through "call whispering," which is exactly what it sounds like.

Call whispering puts the agent in the unfortunate position of listening to a customer and his supervisor at the same time. Even experienced agents may find this difficult. For new agents, it is next to impossible, and often leads to distracted agents and frustrated customers. 

Call whispering also makes it impossible for agents to communicate with a supervisor during a coaching session. During these one-sided conversations, an agent may wish to ask a question or seek clarification on a point raised by the supervisor, but there is no way to do so without putting the customer on hold. Such feedback must be saved until after the call - and by then it might be too late to deliver the type of service that customer deserved.

Another limitation of live coaching is the inadequate sample sizes it generates to accurately assess how an agent is performing. The supervisor is present for a few calls but has no way of knowing how that agent is performing during the rest of his or her shift. Many critical coaching opportunities are missed as a result.

Fortunately, there is a better way. An advanced workforce optimization solution provides greater visibility and insight into agent performance, and records calls that can be reviewed later during more substantive coaching sessions. It can also provide a means for two-way communication between agent and supervisor in a way that is not as distracting, so the agent can stay focused on the customer.

Find out more about the benefits of workforce optimization


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The Benefits of Workforce Optimization

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Workforce Management (WFM) is important; Workforce Optimization (WFO) takes WFM to the next level.

With WFM, your agent scheduling will become much easier, and much more accurate. You'll always feel confident that the right numbers of agent are serving your customers. 

But why stop there? With WFO, you'll learn something from every one of those customer engagements. Call recording protects your company from legal action and provides a valuable resource for agent coaching and training; quality monitoring helps you assess levels of customer satisfaction with your speed and service quality; speech analytics delivers more insight into what your customers want, so you can sometimes anticipate their needs before they even express them.

With WFO, managers have everything they need to attack key performance indicators and bring them into acceptable levels. And it helps your agents do a better job as well.

Once you've made the decision to explore workforce optimization options, it will become clear that, given the impact WFO will make on your business as well as the costs involved, it's important to choose the right solution the first time.

Monet's WFO Live makes it possible for companies of any size to scale IT quickly and efficiently, and to make changes without business interruption.

But what about security? Monet currently has customers with dozens of agents - and thousands of agents - successfully using Monet Live in a secure, scalable cloud.

Still have questions? Monet is always available to help address the concerns of companies considering a cloud solution, and to identify the many ways in which the cloud can benefit your contact center. 


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What Will Insurance Contact Centers Look Like in 2020?

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For those of us still waiting for our jetpacks, the promise of the future hasn't always lived up to its potential.

But the future always brings other changes, and that will be the case at the insurance contact center as well. The question is, will you be ready to embrace those changes, and perhaps even get ahead of the curve, or be stuck playing catch-up when the competition gets there first - and starts taking some of your policyholders?

Here is what we think is coming....sooner than you might expect.

Human Resources

As contact centers embrace multiple channels for customer communications, agents will have to be skilled in more than one discipline - email, online chat, texting and social media. At the same time, managers will transfer out of a primarily operational role and adopt a more "big picture" outlook on the organization.

Customers

Customers will still need insurance and will still have policy and claim questions that they'll want answered yesterday. Answers to many of the most basic are now provided on company websites, so that helps reduce some of the call volume. But Millennials coming of age in a technology-driven world will the answer to every question available on their smartphones. Thankfully, tomorrow's agents will have grown up with the same technology. 

Workforce Management

Workforce management (WFM) will play a more prominent role in tomorrow's insurance contact centers, as the drive to optimize resources will always be key in this highly competitive industry. Efficient contact centers rely on accurate forecasting, analytics, skill-based routing and capturing important policyholder data. There is no faster or more efficient way to do this than with an automated WFM solution.

And there's no need to wait for the future - Monet WFM Live can do all of that now. Plus, as workforce pattens change, and more employees opt for flexible scheduling to balance their jobs with their personal responsibilities, WFM will have to keep up with even more accurate resource planning, and by making it easier for agents to bid on shifts in a way that does not negatively impact customer service.


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Wrapping Up Another Successful ICMI Conference

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We were so busy at the recent ICMI Contact Center Demo and Conference in Long Beach, California, we didn’t even have time to see the Queen Mary, docked just a short distance away.

But that’s not surprising when we’re gathered with thousands of contact center industry professionals, discussing what’s new in the industry, and helping managers realize the benefits of automated workforce management, particularly when it’s delivered via the cloud. 

As always there were a number of sessions related to managing technology, operations and personnel, as well as fresh ideas for better strategy and leadership. There were also sessions on managing smaller contact centers with less than 50 agents. 

We had several discussions with managers at these smaller centers, who were looking for ways to achieve more accurate forecasts and schedules than what they were getting from spreadsheets. We offered demos of Monet WFM Live – Workforce Management in the Cloud, and they were always impressed by its capabilities. But was it worth the investment for a smaller business? We showed them how ROI could be achieved much more quickly with the cloud delivery model, and how they would never have to pay for another software update, as they would always be implemented automatically at no cost. 

If you missed this year’s ICMI event, we hope to see you at the next one this fall, or at Contact Center Week next month in Las Vegas. Don’t miss these opportunities to find out more about new technology, new customer engagement channels, and new ways to recruit and train agents. 


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A Three Point Plan for a Better Forecast

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Customer service is often determined by forecasting, and forecasting is often determined by data. With a workforce management (WFM) solution you are on your way to better forecasts. But are you making the most of the information at your disposal? Here is a short three-point checklist that will help. 

1. The Holistic Approach

Numbers, whether they are good or bad, do not happen in a vacuum. While it can be helpful to analyze different KPIs individually, it is better to review them in tandem as well, while also taking a closer look at the conditions under which they are generated. 

Of course you should review average handle time (AHT) and call volume, but you should also determine how one impacts the other. Is AHT better in the morning than overnight? Is that just a result of less calls coming in? Perhaps, but you may also have fewer agents working in the wee hours as well, so the answer may not be that simple. Maybe your night-shifters are dealing with lonely folks looking for someone to talk for awhile after midnight – or maybe they need a little more training.

2. Timing is Everything

Review monthly and weekly service levels, but understand that within those longer time periods there are a thousand variables that influence how the numbers worked out. To gain more insight, shorten the timespan to as little as 30 minutes – perhaps even 15 minutes for a busy contact center or for peak calling periods. You’ll receive a more accurate view of what you’re doing right and what needs work. 

3. Who is Messing With Our Numbers?

Sometimes the reasons your forecasts miss the mark have nothing to do with internal operations. You can adjust your staffing and shift numbers, but in a larger organization you have no control over when marketing announces a 24-hour sale, or how customer-billing cycles (that trigger billing inquiries) are structured. 

Improved communication between departments can make it easier for contact center managers to anticipate the effect of such anomalies, and adjust accordingly. The WFM system will do most of the work for you, as long as you have the data in time to act upon it. 



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Why are Customers Frustrated with Contact Centers – and How to Change Their Minds

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The calendar says we’re closer to Easter than Halloween, but we have a few contact center horror stories to share, and they’re too good to keep until October. 

A customer opened a web chat with a cable TV provider. The company responded only with pre-prepared template messages – until the customer was shocked to see the personal information of another customer pop up on his screen. When this was brought to the agent’s attention, she typed, “Oh, sorry… hehe… I am typing in 2 other windows, and got confused."

Another cable TV customer called to cancel service that had originally been ordered in her husband’s name. Her husband had recently died. When she explained this to the agent, the agent responded that he would still have to contact them to cancel. 

A corporate customer called a computer company to report that the 12 laptops he had purchased were not working. The agent’s response: “What do you want me to do about it?”

A customer with a billing question was transferred to an account specialist. As soon as the call picked up, the agent yelled, You, I told you not to call me again.” When the customer questioned what was going on, the call was disconnected. 

The customer of an Internet service provider called to ask about a company’s bundling offers with cable TV, and the agent tried for more than 30 minutes to sell that customer a home security system. After the call ended, during which the customer did order cable, a technician arrived a few days later to install the cable – and the home security system that was never ordered. 

Some of these sad-but-true anecdotes, like the now-famous tale of the customer that was on hold with Comcast for more than three hours, are clearly aberrations from normal procedure. But we live in a time when one bad experience gets shared on social media, repeated on industry blogs, and may even go viral. 

So when we ask the question of why customers hate contact centers, these exceptional examples of bad service cannot be ignored. And as a recent survey from analytics company ForeSee illustrates, customer satisfaction derived from the contact center is crucial to company reputation, brand loyalty and future sales. 

After receiving feedback from approximately 11,000 contact center customers, each asked to grade their experience on a 100-point scale, ForeSee found that most businesses achieved scores around 70. Those in the 80s are on the right track – but some only managed to edge into the 50s, indicating the need for significant changes to policies, procedures, or personnel.

Service-based contact centers tended to receive lower scores, which is not surprising. These are the types of businesses that hear primarily from customers that are already angry or confused, making the agent’s task even more difficult. 

Two Solutions: Technology and Sensitivity

How is your contact center doing on the customer service scale? Would you hit that 70-range of average success, or is there work to be done?

If it’s time for a fresh look, there are two areas where changes are more likely to bring about better results. 

Let’s start with agent training, which should extend beyond learning a script or becoming familiar with contact center procedures, and should also stress empathy, patience and understanding. Scripted responses might be more efficient, but it makes customers feel better if they believe they are connecting with a person who acknowledges their frustration, and reassures them that they have come to the right place for the help they need. 

We’ve mentioned the CARP Method before but it’s worth acknowledging again. CARP is an acronym for “Control, Acknowledge, Refocus, Problem Solve.” It was created by Robert Bacal, who wrote the book If It Wasn’t for the Customers I’d Really Like this Job. His advice for handling complaints – “Control” the situation with polite but firm responses; “Acknowledge concerns in a way that takes them seriously; “Refocus” the conversation to solving the problem rather than complaining about its existence, then “Problem Solve” and wrap it up. 

However, to be fair to your agents, it is also appropriate to train them on the difference between angry callers open to best practices communication, and the acceptance of an apology when merited, and abusive callers who just want to vent. It may not be possible to salvage these encounters, and it’s acceptable to give up on them when the threats and profanities start flying. 

Workforce Management Software

All of the burden for customer service should not fall on the agent’s shoulders. The contact center must provide the tools necessary for that agent to do his or her job, as well as provide forecasting and scheduling that assures the presence of enough agents to efficiently handle incoming calls. 

That used to be handled with spreadsheets but can now be covered with a workforce management (WFM) solution. With the advanced functionality and the more accurate forecasting and scheduling made possible by WFM, as well as the data it delivers on agent performance, schedule adherence and KPIs, contact center managers can always be assured the contact center’s resources are being utilized in the most efficient and cost-effective manner. 

Among the benefits:

Real-Time Adherence

Tracking and schedule adherence are difficult, if not flat-out impossible, with just a spreadsheet. Spot-checks are fine as far as they go, but without the real-time tracking provided by WFM there is a higher risk of over/under staffing, shrinkage and missed service levels. 

Skill-Based Routing

You know what types of calls your contact center receives, and you know which agents are adept at handling those particular calls. But the process of routing calls  to the best recipients is more complex given the number of calls expected in any shift, and the number of agents available to handle them. Skill-based routing becomes less challenging with a WFM solution. 

Multi-Location and Multi-Channel Coordination

Companies with multiple contact center locations require a means to coordinate personnel, resources and schedules at each facility so the service they provide is consistent. There may also be agents working from home that must be accounted for. WFM delivers these multi-site capabilities. 

Choosing the Best Solution

If you are considering the addition of WFM, it can be a confusing process. The best way to be assured of choosing the right solution the first time is to be prepared. Have a list of capabilities that you’ll want from your system, such as: 

The ability to coordinate in multi-skill, multi-contact environments

Support for email, phone and chat contact channels

The ability to run simulations based on required skills and personnel

The capability to analyze and report on a wide range of agent and scheduling data

Next, have your questions ready for the vendors you contact. We’d suggest including these on your list: 

How will this system integrate with my business? 

The optimal WFM solution will improve a contact center’s procedures without requiring a complete overhaul of its current system. 

How much does it cost?

An obvious question but also one that, for many smaller and midsized contact centers, marks the end of the discussion – unless they choose a cloud provider. 

How long will it take to set up?

Once again, advantage: Cloud. Set up can be completed in days, with secure access available to agents and managers in the call center and at remote locations. 

Is the system easily usable/scalable?

Usability is a priority with most cloud-based solutions, so call center agents and managers can get started more quickly from any location. 

Conclusion

No contact center has ever achieved a 100% perfect service record. However, it’s a worthy goal to pursue even if one is doing so with imperfect people – and that includes managers as well as agents. But armed with better training that emphasizes courtesy and customer empathy, combined with a workforce management solution that locates the gaps between the contact center’s available personnel skills and resources, the contact center that inspires customer derision can be transformed into a sales-building protector of the brand.  



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Eight More Ideas for Better Contact Center Performance

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Since there is never a bad time to listen to good ideas about improving call center performance, we’ve rounded up some of the best we’ve heard recently. Any or all of them can make a difference in your business. 

IVR Routing

If IVR use is unavoidable, provide options that will make it easier to route customers to the agents best qualified to address their situation. 

Maximize the Value of Every Call

How much data are you gathering from customer calls? Is there a way to add to that through a technology upgrade (such as speech analytics) or by a renewed focus on quality management and analysis of information gathered through workforce management? 

Setting Personal and Professional Goals

Most contact centers establish achievement targets – lower average handle time, better first call resolution, etc. As these are implemented, agents and other team members should also be challenged to set personal goals, such as a renewed commitment to courtesy. 

Improve the Agent Desktop

Do agents have the information they need when they need it? Do they have to dig through various programs to find appropriate data, while customers are waiting to have their questions asked or their orders processed? Maybe it’s time for a more user-friendly solution.

Share Successes and Good Ideas

When an agent finds an effective solution to a recurring problem, make sure that word gets out. Identify calls where everything went right, and schedule a group session so everyone can listen to it and learn from what they hear. 

Empower Agents

We’ve been discussing this often lately. Allow your agents to make decisions for customers – this not only requires a level of trust in agent judgment, it also necessitates a workforce management solution that provides agents with the data they need in real time to make an informed decision. 

Review Remote Agent Practices

When instituted effectively, telecommuting agents can boost contact center efficiency, as well as staff retention and staff motivation. But it takes time and effort to bring about these positive results. Review your planning, execution and communication as it relates to home-working agents. Make sure you are getting them what they need to do their jobs, and that they are providing the same level of service you require from agents at your contact center. 

Dig Deeper than KPIs

Average handle time is down? Great! But how did it get that way? Sometimes key performance metrics do not tell the whole story. Use this data as a launching point for an outcome-based strategy that places more emphasis on customer loyalty, customer satisfaction and new business sales. 



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Five Contact Center Goals – and How to Achieve Them

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“A goal without a plan is just a wish” – Larry Elder

It’s February – are all your New Year’s Resolutions broken by now? 

Hopefully not, but if the ones pertaining to your contact center didn’t materialize as you hoped, it’s never too early or too late to start again. This time, you’ll have a better chance of success if each goal is accompanied by specific ideas on how to make it happen. 

Here are five common contact center goals, and some suggestions of ways you can put them in motion. 

1. Reduce Agent Attrition

There are several options available here, starting with sprucing up the office – new chairs, clean restrooms, fresh snack food items in the break room. Agents are more likely to stay when they can work in a clean and welcoming environment. Also, try to inject a little fun into the daily routine, either by launching customer service contests with small prizes for the best-handled calls, birthday celebrations, or more creative spins on casual Fridays – “Fancy Dress Fridays” or “Monday Night Football” days where agents can wear the jersey of their favorite team or player. 

While these steps can make the work day more pleasant, some agents – and likely your best ones – will also want to know if their hard work is going to be rewarded with raises or internal promotion for those who have earned it. 

Another reason agents leave is when they can’t reconcile the demands of their job with their home life, going to school or working a second job. You won’t be able to solve all these problems, but you can build more flexibility into your schedules to better accommodate agent preferences. For example, consider introducing a shift that finishes at 2pm to help those who need to pick up their children from school. 

2. Improve Customer Service

That’s the main goal, isn’t it? And yes, there are countless ways to make it happen. But too often contact center teams will gather at the start of a new year and hear a rah-rah “This year we need to be committed to providing the best service we can” speech, and then it’s back to business as usual. 

That’s not enough. If you want better service, you have to first define what that entails. A good place to start is by asking your customers. Have you surveyed them lately? Create a survey that asks questions about your contact center’s performance, its agents and processes, targeting the areas where you believe there is the most need for improvement. Also pay attention to what those customers are saying on social media if you communicate that way. When you have their responses, act on them. 

What sort of complaints do contact center customers usually lodge? Too much time on the phone? Too much time on hold? Agents waiting for approvals to provide the caller with what he or she needs? Then perhaps another way to boost customer service is to empower your agents. 

You’ll know best where implementing this policy would be most effective – perhaps provide agents with additional training so they can talk down angry callers without transferring them to a supervisor, or giving them the authority to approve returns or restoring funds to a customer’s credit card. Not only will this make your customers happier, it will also free up your managers and supervisors to focus on other matters, which should further boost contact center efficiency. 

Here’s another thought – how are you assessing metrics? Is it all about hitting predetermined numbers, or is it about making sure callers are getting the assistance they need? Make sure your focus is more on effectiveness. It’s worth putting up with calls that stray outside your Average Handle Time target if they result in a satisfied customer. 

3. Improve Your IVR

Having IVR can boost call center efficiency in several ways: calls are routed faster, questions can be answered without agent involvement, hold times are reduced, and for contact centers that are not open 24/7, IVR offers a means for customers to still obtain information. 

However, for some customers IVR is not only inefficient, it’s downright annoying. Customers over 40 in particular may not be as willing to “talk to a machine,” and if they have to repeatedly “press 1” or tell that overly-friendly recorded voice what type of service they need, they are more likely to just hang up.

How can you tell if your IVR is helping business – or hurting it?

Analyzing calls and listening in to IVR interactions will provide the insight you need to make this determination. So it’s important to start your call recording and quality monitoring at the IVR, not when the agent takes the call. 

If you are losing too many calls during the IVR process, it’s time to make changes. Is there a way to explain the caller’s options more clearly? Is there a means for the caller to bypass the system quickly if they insist on speaking to an agent? In addition to reviewing call recording data, a caller survey that requests feedback on the IVR stage of the call can also yield insight into what customers like, and what they do not. 

4. Better Communication

In this case, the challenge is not communication between agent and customer, but between agent and manager, and within the other employee tiers at your contact center. Internal communication is just as important as external communication, and should be encouraged. One way to make it happen is to have agents serve as managers or coaches for a shift. Or make sure that managers spend at least some time on the contact center floor every day. 

5. Upgrade Your Technology 

A 2015 survey found that 67% of industry professionals specified budget as the biggest barrier to improving their contact center. But with the evolution of cloud workforce management tools, a business can upgrade to state-of-the-art technology without the large upfront costs of hardware and software investment. Depending on the system, an on-premise solution could run $100,000 or more.

Better still, once the cloud solution is implemented it will always be upgraded regularly to new software versions as they are released, at no additional cost to the business. When a manual software upgrade is necessary, the cost can be prohibitive enough to be put off, which reduces a call center’s ability to operate at maximum efficiency. 

Conclusion

Motivated agents, upgraded technology, better communication and a renewed focus on customer service – now you’re ready to tackle those resolutions. 


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What are the Real Differences Between On-Premise, Hosted and Cloud Solutions?

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Download our Free New Whitepaper

Technology plays a vital role in the contact center. Managers face a difficult choice when it comes to selecting a technology provider, as they must take into account not only the vendor but also the delivery method through which crucial contact center software will be accessed. 

There are three options: an on-premise solution, where hardware and software must be installed, deployed and maintained at the contact center; a hosted system, where software is purchased but is installed at an outside service provider, and a cloud system, which converts such physical resources as processors and storage into Internet resources. 

How should a manager decide which is best for his company? Our new whitepaper was created to answer the most common questions about the three systems, and to compare them based on several important factors, including:

Security

Start-up Time

Scalability

Upgrades

Integration

Flexibility

Of course, for many businesses the most significant determining factor will be cost. That’s why the whitepaper analyzes the many different budget considerations associated with each delivery method.

Don’t invest in your next workforce management or workforce optimization solution without downloading our new whitepaper: Cost and Benefit Comparison: Cloud vs. Premise vs. Hosted. It’s free!



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Three Reasons Customers Get Stuck on Hold – and How to Address Them

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In 2014, a Comcast customer tried to cancel his service. He was placed on hold…for three-and-a-half hours. After enduring that wait, the customer finally hung up and tried again, only to find that the service center had closed. 

At about the three-hour mark, our exasperated customer began recording his reactions. That video (“Comcast put me on hold until they closed”) has been viewed more than 1.8 million times on YouTube. 

It’s an amusing story, as long as you’re not the customer or Comcast. But putting callers on hold is nothing to laugh about, even when it cannot be avoided. 

Average Handle Time – and the Scourge of the Hold Button

One of the most important of the contact center’s key performance indicators (KPIs) is Average Handle Time (AHT), which records how much time an agent spends with one customer. It has been described as the bedrock for all contact center planning systems, which makes sense; if you guess wrong with this metric, it is difficult to plan anything else correctly. 

Most contact centers calculate AHT by added Total Talk Time, Total Hold Time and Total Wrap-Up Time. Some contact centers cheat by figuring hold time as a separate stat (Average Hold Time) but they are just kidding themselves. The agent is still working on that same caller’s needs. Every time a customer is put on hold, the handle time just keeps growing. 

How Do Your Customers Feel? They Hate It

The text message service TalkTo recently concluded that the average American spends about 13 hours on hold every year. Over the course of a typical lifespan, that adds up to 43 days of listening to “Thank you for your patience – your call is important to us”. No wonder they are upset. 

And while these numbers are not any worse than they were 10, 20 or 30 years ago, callers today may not have the same patience as their parents did. Anyone that grew up with the instant gratification of an online purchase or finding answers to questions by typing a few words into a search engine is now accustomed to getting what they want and not having to wait for it. 

If you put these customers on hold, some will understand that you are trying to find the information you need to help them – but most will think you are just wasting their time. Among customers who feel they have waited too long on hold, 1/3 will hang up and never call back. Relationship over. 

Let’s take a closer look at the three reasons most customers are placed on hold, and what can be done to shorten those waits – or eliminate them altogether. 

1. Not Enough Agents Available

When there are too many calls and not enough agents, it results in the especially frustrating “ABC industries, please hold.” The call is answered but the customer is immediately relegated back to the limbo of hold. 

The Solution: Better Forecasting and Scheduling

Forecasts are made to anticipate caller demand and to make certain the contact center will never be short-handed. Many contact centers use spreadsheets to create forecasts, but the results are always time-consuming and often inaccurate.

A workforce management solution delivers automated workload forecasting and schedule generation. Managers can run simulations to calculate a precise forecast for future call volume, agent requirements and average handle time. Peak calling times can be identified based on trends and patterns in historical data. Once you know when incoming calls will be heaviest, it’s easier to readjust agent schedules as needed to handle the demand. 

Workforce optimization is the art and science of having the right number of employees, with the right skills at the right times to meet accurately forecasted volumes of work, and to do all that at a predetermined service level. With Monet WFM Live, you are able to forecast incoming work based on historical patterns, with the added ability to schedule and track employees based on preferences, skills and availability. 

2. The Agent Does Not Have the Information Necessary to Address the Caller’s Question or Situation

Callers expect answers. If a customer has to be placed on hold while the agent asks someone else, or needs to get an approval before authorizing a return (or whatever the situation may be) that caller will wonder why the company didn’t do a better job of training its employees. Yes, that is unfair in many cases, but perception is often reality, and customers will certainly be happier if their business can be conducted quickly by the person who answered the phone – without any on-hold delays. 

The Solution: Agent Training and Trust 

Most of these hold scenarios fall into two main categories: the agent either does not have the necessary information, or the agent could handle the situation but is forced to speak with a manager or supervisor before proceeding. By expanding the agents’ authority to make decisions, many of the latter instances can be eliminated. 

If an agent cannot answer a caller’s question, it’s possible the question is so unique and unexpected that no amount of training could prepare for it. But those situations are rare. More often, callers are placed on hold in these situations because the agent is still new and learning on the job. Better training might prepare new agents to answer the full array of common customer queries, without resorting to the ‘hold’ button so they can ask a co-worker or manager for help. Managers can also help avoid these situations by created an online knowledge base that can be accessed quickly and easily (and is updated regularly to include new offers, promotions, etc.). 

3. Insufficient Contact Center Resources

Resources, in this case, can refer to either personnel or technology. Forecasting and scheduling can optimize agent allocation, but if there are not enough agents on the payroll, customers will have to wait longer to be addressed. And technology exists to further refine data collection and improve agent preparation and performance, but it must be implemented to do so.

The Solution: Do What You Can

There’s no universal cure for this one. If the budget allows for hiring more agents, most contact centers will do so. If it doesn’t, it’s imperative to maximize the human resources available, and here once again WFM can be critical. When it’s delivered via the cloud like Monet WFM Live, there is no large upfront investment, so these capabilities are now within reach of small and midsized contact centers as well. 

What else might help? Some contact centers are using speech analytics to analyze call patterns and identify more frequently asked questions. By doing so, agents can be better prepared to handle specific situations so those callers do not have to be put on hold while answers are sought. 

Bonus Tip: Maximize Hold Time

Regardless of preparation and resources, there will always be times when a customer has to be placed on hold. Is there anything that can be done during this time to make it more tolerable – or to reduce abandoned call rates? 

Statistics shows that more customers hang up if their hold time is spent in silence. Music is preferable, but even better would be pre-recorded messages of relevant information about the company, that may not address their particular situation but might be helpful to them anyway. Another option is offering to call the customer back when the agent is available. 

Conclusion

Reducing the amount of time your customers stay on hold will not only result in shorter handle times, but will make your customers and agents happier.



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Free Webinar: join us and learn how to Fight the Adherence Monster

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Think Halloween is scary, with all those horror movies and little ghosts and monsters ringing your doorbell? 

That’s nothing compared to the frightening service problems that can result from adherence issues at your contact center. You’ll hear a lot of screaming this month, but you certainly don’t want to hear it from your customers. 

Thankfully, Monet has a free webinar for that. And you are invited. 

It’s called “Fighting the Adherence Monster,” and it is scheduled for October 28 2015 at 11 am PDT. 

If you have ever encountered the Adherence Monster, you know how it can seriously increase labor costs. Bullets won’t kill this beast – instead, you need a technology solution that has the capability to streamline schedule adherence goals and practices. 

How can you know that agent availability, holidays and breaks have all been accounted for? Can you make adjustments in real time? How do you know which agents are doing their part for schedule adherence and which may require additional guidance or training?

Fortunately, the Adherence Monster is no match for Monet solutions with real-time adherence. 

Don’t miss this informative webinar featuring tips and tricks to help you keep adherence issues away from your business. Spend 45 minutes with us, and you’ll save hours and hours of time lost to lapses in adherence. 

Register here, it's free!




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Holiday Season Preparation: 5 Steps to Take Now at your Call Center

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Are you already seeing Christmas trees going up in stores? Sure, it might be too soon, but there’s no such thing as rushing the season when it comes to contact centers – especially if November and December is your busiest time of year. 

There are more than 100 shopping days until Christmas, but the time to make sure you are prepared to handle the holiday season is right now. Here are 5 ways to start: 

 

1. Create or consult your stand-by agent list

Many contact centers hire temporary agents to keep up with increased call volume. You may have a list of these agents who helped out in previous years, as well as qualified agents that were interviewed for positions, and did not get the job. Start contacting them now to check their availability. If you don’t have a stand-by list, start putting one together. 


2. Forecasting

With Workforce Management software it is easy to review call patterns from previous years so you’ll know what to expect in the months ahead. Run simulations based on this data and review the results so they can be as fine-tuned as necessary. 


3. Shift schedules

Have your best agents available during peak periods, and have a plan to make sure all holiday season schedules are easily accessible to all concerned parties so there’s never any confusion. Obviously there will still be some revisions along the way, but WFM should resolve any issues before they can impact performance. 


4. Streamline training

When adding temporary agents, you may need to train them in a more efficient way so they are prepared for what’s to come. If possible, streamline the desktop solutions available to temps so they can find the functionality they need without any confusion. When you have a mix of full-time and temporary agents on the floor, have a system in place to route the more complicated calls to experienced agents, leaving new hires free to handle more basic transactions. 

 

5. Monitor the new hires

Have personnel available for quality monitoring, focused in particular on your overflow workforce. Some will excel, and these are the agents you might want to keep on the payroll after January 1. If you don’t have a position available now, given the turnover rate in this business it’s only a matter of time before you will. Save their contact information. 



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7 Contact Center Trends Happening Right Now

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There are two types of people – those that set trends and those that follow them. Here are 7 trends that are currently taking place in the contact center industry – are you keeping up, or is it time to play catch-up?

1. Moving to the cloud

Why is this a trend? Lower upfront costs, more flexibility, more scalability, quicker reactions to changes in customer behavior, no need to build complex and costly hardware and software systems, less downtime, automatic software upgrades as they become available, deployment in weeks, not months…shall we go on?

2. The omnichannel approach

It’s not just offering different customer contact channels besides the telephone, it’s making sure that all of them deliver a seamless customer experience. If you’re on top of this trend, you are ahead of the curve – a Deloitte survey shows that less than 20% of contact centers have fully integrated their channels. 

3. There’s an app for that

Self-service apps are becoming more popular with customers who prefer to resolve issues without speaking with an agent. If your company doesn’t have one in development yet, it’s something to start thinking about. 

4. Fielding the tough questions

Customers who opt for email and live chat and other communication means will still use the phone for complex issues and difficult questions. Agent training must take this into account so your team is prepared for interactions that involve more than taking an order. 

5. Telecommuting

Work from home opportunities are becoming more prevalent in the contact center industry, and workforce management software helps make telecommuting possible. This may be a preferable situation for some of your team members, and because of the lower overhead and churn rate, it’s good for the contact center as well. 

6. More emphasis on compliance

Security breaches and headline-making hacker stories have more companies thinking about regulatory compliance, especially with the handling of customer credit card information. When was the last time you reviewed your compliance needs and security measures? 

7. Likes and tweets

Social media was something that businesses and contact centers of previous generations never had to worry about. But these new online channels should be viewed as an opportunity, not a problem. Incorporate social media engagement into the company’s overall communication strategy. A Facebook ‘like’ will be read by thousands of other customers and prospects. 




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The Benefits of Workforce Optimization

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How can we deliver a better customer experience?

That question is one faced by every contact center manager, especially after returning from a tradeshow full of new ideas, or reviewing last quarter’s numbers and not being happy with the results. 

New ideas are great, but they should be built from a solid foundation, and that means an older idea that always works – workforce optimization. This is the clearest way to make your business stand out when it comes to customer service. 

One good customer experience can have a very positive impact on loyalty, retention and word of mouth recommendations. Unfortunately, the same is true of one bad experience. WFO helps contact centers operate more effectively, by delivering the tools and data necessary for agents to do their jobs. When agents know what to do, and managers know what their agents are doing, the result is more satisfactory customer experiences.

And to turbo-charge your WFO, employ it in conjunction with speech and desktop analytics. Now you have even more data on agent productivity and performance, and you gain faster insight into different types of customer questions and inquiries so they can be routed to the right agent. 

Monet’s WFO Live features workforce management and call recording, both essential for forecasting, scheduling and training. Plus you’ll find solutions for quality management and performance measurement, all delivered from the cloud, so you won’t be making a significant investment in hardware and software. 

For small contact centers with just a few dozen agents, or major contact centers with hundreds of personnel working round the clock, workforce optimization is a vital component of a successful business. 







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Why Scheduled Breaks are Still Preferable

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Workplaces have become more casual over the past ten years. The millennial generation is accustomed to less structure, and many businesses have tried to accommodate that preference in a way that does not impact productivity. 

In the contact center, this has prompted some discussion as to whether agent breaks should be strictly scheduled just like training sessions and other activities, or if more flexibility is feasible. There is even some documentation out there about agents being more efficient if they can take an unscheduled break as needed. 

However, at this point we believe that scheduling breaks is still the right way to go. The very idea of workforce management is built on methods of data analysis and numbers crunching that tells managers when breaks can be scheduled based on capacity. The WFM tool populates breaks when it deems them appropriate given the workload forecast. If adherence slips, it is then up to supervisors to reschedule breaks based on call volume, which can be done with the right WFM provider (such as Monet WFM Live). 

While it sounds more restrictive, there are still ways in which an agent’s preference can be accommodated. Indeed, once agents grasp the most common call volume patterns for days and shifts, they are able to request breaks and other time-off requests at times when such requests stand a greater chance of being approved. 

If everyone works from the same data, the process becomes easier. And as long as that remains the case, unscheduled breaks should be discouraged. When agents can change their own schedules, it makes it far more difficult, if not impossible, to gain any value from forecasting or measuring adherence. 



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How long have your contact center agents been working from the same script?

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If you can’t remember, this might be a good time to take a fresh look at that script, and decide if changes would result in a better customer service experience.

When you do so, request the help of several of your best agents in the process. These are the men and women who will be working from that script, so they should be comfortable with its content, and able to advise from past experience on which questions and responses will be most effective in different customer scenarios. 

For example, too many scripts use sentences that like this: 

“On behalf of ABC industries I want to let you know that we appreciate your business, and that we will continue to work toward earning your trust.”

Customers today have heard well-worn content like this countless times, and are well aware it is not coming from the agent but from a script the agent is reading. The sentiment is important, but it could be expressed in a less fabricated way. 

Agents – some of whom may have already taken to doing so – can suggest ways to make the customer feel valued that will sound more natural. These are the men and women on the front line of your customer service and loyalty efforts – they hear the reactions from customers every day (as you should as well through your quality assurance program). 

Speech analytics offers another way to gauge customer reaction to certain scripted lines and responses. The ultimate goal is to create a script that is more of an outline than a word-for-word speech. 

Some content must be expressed in a specific way to be consistent with industry regulations. It’s also likely that the answers to some basic questions will always be the same. But if every part of the call is scripted, the result is a robotic conversation that leaves the customer feeling more like a number than a person. When managers and agents work together on scripting, the result can be copy that encourages quick and efficient calls, while allowing agents to go off-script when there is a need. 


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2015: The Year of the Customer Experience

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There is never a time when customer experience should not be a priority at the contact center. 

But this year, we are seeing a renewed focus on this most important attribute, and through our blogs, articles and webinars are working to provide the information and resources that can help our clients re-dedicate themselves to delivering the best service possible.

This was the inspiration for our webinar “Monet WFO Live in Action,” which offered a guided tour of that product’s many features and benefits, and how they work together to serve your customers. These qualities were recently honored by TMC, which named WFO Live as a CUSTOMER 2015 Product of the Year

But what about cost? It’s not as significant an issue with a cloud-based solution like WFO Live, but we understand that it’s also a factor in the day-to-day decisions every contact center manager has to make. 

However, when the emphasis is on customer experience first, and fiscal challenges second, the result is a positive impact on both situations. 

Why? If a contact center delivers a great customer experience, it is going to make a difference in the bottom line.  Happy customers buy more products, and remain customers longer. And if they share an account of how well they were treated on social media, that brings more business, and more opportunities to convert first-time callers into satisfied customers. 



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See you at Call Center Week

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The annual Call Center Week Conference and Expo is one of the largest industry events of the year. Monet Software is proud to take part in the 2015 conference, which will be held at The Mirage in Las Vegas, Nevada on June 15-19. 

Please visit our booth (#609), where we look forward to meeting with customers and contact centers managers, and to exploring new trends in the industry. 

This year, the focus is on customer-centric service. Sessions and topics on the agenda include: “Value in the Voice of the Customer,” “Why the Customer Experience Matters and What you Can Do About It,” and “Customer Experience Journey Mapping in a Digital World.”

But as always, there will be speeches from industry experts on a multitude of other subjects, from how to ignite employee engagement to advanced strategies in chat support and call center cloud strategies. 

If you have not registered yet, or would like more information about the 16th annual Call Center Week Conference and Expo, visit their website at http://www.callcenterweek.com/.



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2014: A Record Year for Contact Centers

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Did your contact center add more agents last year? If it did, it was not alone. 

According to Jobs4America, as many as 50,000 new positions were created in the contact center industry in 2014, about 15,000 of those in the fourth quarter alone. 

Some of this job growth can be attributed to a rebounding economy, and some is no doubt related to the number of companies that are moving contact center functionality back to the United States after years of outsourcing. 

What does it mean? Prepare for a busy year. And be aware that while you’ll be speaking to more customers going forward, none of them will be that interested in how much busier you are – they just want good service. 

Workforce management Software (WFM) is the key to delivering that service, and not just in the customer-facing operations of the front office. In the back office, WFM can streamline a variety of tasks, including simulations to improve forecasts for staffing and call volume, and scheduling improvements created by optimization of agent availability and service levels. 

Does your WFM solution have the multi-channel efficiencies necessary to provide the same functionality to your back office as to the front office? If not, perhaps it is time to investigate a system that will allow you to take a more proactive approach in managing back office activities – no matter how busy you get in 2015 and beyond. 



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Social Media and Contact Centers

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“Social media” is a phrase no one would have recognized ten years ago; today, it’s an essential element in any customer-driven business. 

The contact center used to be the primary source for managing customer relationships, and still has a very important role to play in this function. But today, customers are just as likely to take their compliment or their complaint to the company’s social media platforms. 

There are a number of reasons for this – people have incorporated social media into their everyday lives to such an extent that it’s the first communications channel they think about when wishing to contact a company. It’s also a way to communicate the message instantly, without having to look up a phone number or be put on hold. 

Now that Facebook and Twitter and other outlets have redefined the relationship between companies and customers, it is important for the contact center to be in sync with how these relationships are managed – perhaps it’s even time for social media to be managed by the same personnel, who have been trained in customer relations and company policies on how to address feedback. 

There are significant differences between a call and a social media post, the most important of these is that the latter automatically becomes a public conversation. Thousands of other people will read the customer’s comment and the company’s response. That makes the tone and content of the engagement even more critical. The right response (especially if it is posted quickly and not 5 days later) will have a positive impact on the original poster and on everyone who sees it. 

Social media also provides a means to be proactive in a way that the contact center cannot. Savvy posting can be used to promote and protect a brand, and develop closer relationships with customers by staying in touch with them between orders and in-person visits to the business. The good work that is done here can resonate beyond the response to any single phone call or email. 



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Customer Loyalty Starts with Agent Loyalty

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Happy agents result in happy customers. So how do you create happy agents? 

Let’s go beyond the obvious answers to this question – a competitive salary, scheduling flexibility that allows agents to balance home and family responsibilities with their job, and appreciation from managers and supervisors.  These are all important and necessary best practices for creating a positive relationship between employer and employee. 

However, it’s also important to build supportive relationships between agents, which is more difficult since each one spends the day talking to people outside the office and not those in the surrounding cubicles. 

Team building is an excellent method to encourage company loyalty and create happier, more effective agents. This is especially true if you have remote agents and employees that work from home, as they have even fewer opportunities to network with coworkers. 

One way to introduce this concept would be to establish a weekly or monthly get-together offsite, at a restaurant or a park. As employees bond it’s also a good time for managers to seek feedback on how they feel about their jobs, and ask for suggestions on how to better serve customers and make the contact center a more positive place to work. 

Yes, this may require an investment on the part of the business, but the outcomes that will result will make this money well spent. 

There are also team-building practices that can be introduced at no cost, such as a huddle at the start of each shift – a few words of encouragement, a reminder of the importance of the customer, and singling out a few agents for their contributions can be a great way to start a day. 


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From Reactive to Proactive Customer Service

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A recent survey found that call volume could be reduced by as much as 30% by introducing techniques that make customer service proactive, rather than reactive. Doing so could also boost customer retention rates by as much as 5 percent.

Clearly this is a goal worth pursuing, but it runs against the grain of traditional customer service, which tackles problems as they arise. While this can help prevent future occurrences, it doesn’t do much for the customer that was inconvenienced in the first place.


How can your call center solve problems before they occur? Here are five tips to help you get started:

1. Anticipate Issues
This should not be difficult for any experienced manager. Look at the functions of a call center and identify areas where the likelihood for trouble is most prominent.

2. Don’t Wait For Complaints
If there is an issue with a product, customer complaints are sure to follow. Why not get out in front of the curve, and engage with customers immediately, even if this involves a contribution from your company’s marketing team? If you tell customers about a product flaw, rather than waiting for them to find it themselves, they are more likely to respond in a positive way.

3. Keep Customers Informed
This expands the strategy expressed in #2 above. Don’t limit your proactive customer engagements to heading off complaints before they happen. Always tell them about new products and changes to the existing product line.

4. Find Out What Your Customers Care About
Customer priorities will vary depending on the product or service involved. In some cases price will be the determining factor in making a purchase. Or it could be product durability, or a company’s safety record, or the service and support provided after the purchase. Identifying areas of concern and addressing them is what proactive customer service is all about.

5. Answer Questions in Advance
Chances are your call center agents are asked many of the same questions every week, perhaps even every day. Compile a list of these questions, create satisfactory answers for them, and send this information to all of your customers and prospects.



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A More Efficient Call Center in One Minute?

These are just some of the real-world benefits experienced after implementing Monet WFM software.

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