A strong
performance management process inspires employees to own performance and align with organizational goals. If you’re unsure if your contact center has a strong a performance management process, start by asking yourself these five questions:
If you answered “YES” to any of these questions, you may want to take a deeper look into how a deliberate performance management process can help you successfully turn those pain points into strengths.
So let’s break it down.
Having Smart, Connected Data
If you are manually pulling reports from disparate systems, processes become very inefficient and ultimately lead to a delay in visibility while the analysis and aggregation occurs.
That’s why it’s so important for contact centers to have a performance management process to automatically aggregate raw data from the plethora of different data sources the contact center pulls from. For example, most contact centers need to analyze contact-specific data from an ACD/IVR, customer purchasing information from a CRM, agent performance data from QM and WFM systems, attendance and payroll data from HR software – and the list goes on! But pulling and analyzing all this manually from each individual system is time-consuming and inefficient. Automatically aggregating all this data into a single, unified platform that can be customized and shared is a crucial step in making informed, data-driven decisions.
Data from the contact center can also be enlightening for all departments, such as marketing, sales, finance, and information technology.
Aggregated data improves your overall business by enabling you to:
- Have balanced and reliable data
- Reduce inefficiencies
- Quickly identify data correlations
- Understand your employees better
- Make data-driven decisions
- Increase revenue
Providing Real-Time Visibility
Remember when we used to need a physical map to navigate somewhere new? Or wait for our favorite television show to come on during Prime Time? Or thumbing through the Encyclopedia for information?
Now we have GPS, streaming devices, and search engines which are much more efficient.
So what about your business? Has it caught up with the times?
A business that still uses inefficient methods of reporting information will have a difficult time surviving in the on-demand world we live in. This reality is magnified for contact centers due to the data-driven nature of the industry.
Without real-time feedback, contact center agents don’t know where they stand, which leads to disengagement. And supervisors and executives need real-time information to identify bottlenecks and pain-points to ultimately prevent unhappy customers.
Afterall, “with eight in 10 customers saying they'd switch to a competitor due to poor customer service; businesses can't afford not to focus on providing consistent, positive touch points along the entire customer journey," said Paul Jarman, CEO of NICE CXone in a
recent interview.
So, what metrics should you be measuring in real-time to ensure happy customers?
Lead Metrics: influence future performance
- Service Level
- Average Time in Queue
- Average Speed of Answer
- Average Handle Time
- Average Resolution Time
- First Call Resolution Rate
- Lag Metrics: analyze past performance
- Customer Satisfaction
- Net Promoter Score
- Customer Retention Rate
Aligning Roles, Responsibilities, and Performance
Alignment of roles, responsibilities, and performance with business goals is the #1 contributor to high
employee engagement. If you run a contact center with hundreds or thousands of agents, driving alignment can feel like a mountainous task. Heck, even in a contact center with 10 agents, alignment can be hard! That’s why it’s critical to have a strong performance management process.
Your performance management process should give you the ability to:
- Align roles across all levels of the organization with role-based data access to dashboards and ability to share and subscribe to dashboards relevant for each stakeholder group
- Agent dashboards: Let agents see how they match up to personal, team, and company-wide performance goals.
- Supervisor dashboards: Provide the ability to monitor their team in real-time and drill down to individual agents with the click of a button.
- Executive dashboards: Arm exes with at-a-glance trends to make data-driven business decisions.
- Align individual responsibilities and strengths
- Get better understanding of individual agents’ strengths, which then enables you to ensure customer contacts are automatically routed to agents who are proficient in the skills needed.
- Track correlations among agents with certain attributes to learn what types of agents perform certain responsibilities best.
- Communicate to agents how their responsibilities align with organizational goals.
- Align performance objectives at an individual, team, and company-wide level
- Display Wallboards throughout the contact center that compare performance to objective goals in real-time.
- Set objective goals based on agent tenure or skill-level - a new agent should not be held to the same standards as a tenured agent.
- Gamify agent and team objectives.
