Call Centre Training Tips

call centre training australian experts

In Australia and around the world, customer expectations for service are constantly increasing.

Now, customers expect more than an answer to their question. They want their problems solved quickly and desire a personal interaction with a skilled agent – not automation.

Customer Expectations are Increasing

Apart from choosing intuitive and easy-to-use call centre software, call centre managers are also investing more time, money and effort into the development of training programs so that their call centre agents will be well prepared to meet the increasing expectations of their customers.

According to The Global Call Centre Report, compiled by researchers at Cornell University, newly-hired call centre agents typically receive 15 days of initial training.

If your training protocol falls shy of this 15 day mark, it might be time to take a long hard look at your training curriculum and whether or not your call centre agents are sufficiently trained to meet the needs of your customers when they hit the phones.

This article contains tips for training call centre agents. We hope you use these tips to enhance the training you provide your agents – so they can better meet the needs of your customers.

  1. Introduce the team

Kick off training with an introduction and a strong “WHY” statement (why should we help the customer). If you have the budget it would be very beneficial to conduct some profiling on the team members so the understand themselves and better understand the customers response. 

KONA call centre experts recommend DISC profiling as it is easy, cost effective and applicable.

  1. Educate your new agents about your business

Your team, new hires and existing staff should have a comprehensive understanding of your business, product and call centre operations.

They should also be provided information about company culture, mission, core values and understand their role in achieving business goals.

With this understanding, your agents will be more prepared to interact with customers in a manner that is consistent with your business values.

  1. Bring top-performing agents to training

Encourage your top agents to give practical tips on how to be a top performer. This will set the bar high for new hires and enhance their insight into how to effectively execute their job.

  1. Explain their role in building customer relationships

A great way to enhance agent motivation to provide outstanding service is to help them understand the role they play in building customer relationships.

Educate them on customer lifetime value as well as the cost of a bad interaction. Let them know how the quality of the service they provide impacts customer conversion, retention and loyalty. Once they have this understanding, they will be more motivated to provide top-notch service.

  1. Teach agents call handling best practices

New agents should be provided examples of appropriate greetings, transfer techniques and how to end a conversation. Allow them to listen to recordings and also provide them with scripts. Encourage them to practice with each other until these become natural.

  1. Teach agents call centre etiquette excellence

When your agents have a concrete understanding of what to say and what not to say, they will be more prepared to provide excellent service. Accomplish this by teaching them about call centre etiquette excellence and informing them of etiquette guidelines.

  1. Educate them about their desired outcome

Their overarching goal (apart from providing amazing service of course) might be to increase sales, resolve a customer’s issue on first contact or resolve the customer’s issue as quickly as possible. Whatever the goal, agents should know it and know how to achieve it.

  1. Show agents how to find answers to their questions

Have a knowledge base? Teach new hires how to use it.

Have a technical support department? Teach agents how to conference them into a call.

Have managers that are available to jump into a live call? Tell agents who to ask for help. Do they have a rock star agent in their department? Tell them who that is and when it is ok to ask for their assistance.

Trainees will inevitably come across questions that they don’t know how to answer. Show them where to look and who to ask to help them resolve the issue.

  1. Coach your agents individually

According to The Global Call Centre Report the time to proficiency can vary depending on:

  • The educational level of newly hired call centre agents
  • The complexity of the product or service
  • Training protocols
  • Management strategies

Keep this variation in mind when training agents. Keep your eye out for learning or knowledge gaps and do your best to adjust your approach to training in an effort to fill them.

  1. Make sure your training is hands-on and practical

Agents often learn best by doing. Team up your agents and have them role play common call scenarios. Allow them to get their hands dirty playing with your product. Give them sufficient hands-on time to learn your call centre software. These hands-on training experiences are essential to cultivating a capable workforce.

  1. Constantly evaluate their progress

Throughout the training program, consistently monitor agent performance and provide them with timely feedback. New hires should know exactly what is and what is not working so they can adjust their approach accordingly.

  1. Training never stops

According to The Global Call Centre Report, experienced call centre agents receive an average of six training days per year.

Make sure your agents keep their performance high by continually providing refresher courses, training on new products or software and training to enhance their professional development.

As customer expectations for service increase, it is on call centre managers and executives to train agents to effectively meet their customer’s needs. Following these practical and simple tips will help you enhance your training program so your call centre agents can provide amazing customer service.

To find out more, please call 1300 611 288 or email info@kona.com.au


5 Methods to Inspire Call Centre Employees

5 Methods to Inspire Call Centre Employees Working in a call centre must always involve meeting certain targets and KPIs. So creating a solid performance base is essential for employees to be effective and not live in fear of losing their job. The following are 5 different ways of motivating your call centre staff:

1. Short Term Incentives

Earning sales commission is a constant motivation for the most call centre employees. Financial incentives for On-Target Earnings (OTE) are one of the strongest motivation practices to use as on target employees have the opportunity to add a substantial amount of money on top of their basic salary. However financial incentives are not the ‘be all and end all’. Rewards and competitions are another source of motivation for call centre employees. Running internal competitions on a daily or weekly basis will give employees short term goals to aim for and create performance momentum This will also create healthy competition which will eventually lead to a better overall performance from your call centre team.

2. Feedback

Feedback from managers and members of senior team is imperative. A manager acknowledgement goes a very long way and awarding a team or team member for having the best performance in the last week will create a positive attitude within the team.

3. Call Centre Training

Offering call centre training on a regular basis is a great motivator for employees in call centre roles. It will encourage them perform better and develop the required skills and knowledge to help them meet their goals. Importantly, if employees then have their skills reinforced and coached by their managers it will show them that the company cares about them and their performance.

4. Evaluations / Reviews

Regular review sessions with individual employee or a team can help them to understand their current performance level and how they can step to the next level. During review sessions, senior management team can discuss short or long-term goals and more importantly how the managers will provide sales training to their people to ‘close the gap’

5. Clean Workspace

More of a discipline rather than a skill however it is important for an employee in a call centre role to have a clean workspace. Having an organised desk with equipment that works professionally is crucial to enhance performance and employee working in a clean working setting is more likely to perform better than working in a chaotic environment. An organised desk can also help in maximising work efficiency because the employee will be able to work through their work in an order instead of working through a disorganised pile.

Going forward:

Establishing a clean workspace, implementing employee sales training and call centre training and providing monetary incentives will appeal to employees and set the benchmark for a performance culture The KONA Group is Australia’s Leading Sales and Sales Management Training and Coaching company and provide customised training programs that include: Sales Training & CoachingKey Account Management TrainingCall Centre Training & coachingNegotiation Skills Training & CoachingMotivational Speakers, and more. So, if you are looking to increase the effectiveness and results of your sales team, contact KONA today on 1300 611 288 or email: info@kona.com.au to discuss how we can help you to improve your organisation’s results.

The KONA ‘Hour of Power’ can be a million-dollar injection to your sales budget!

The KONA ‘Hour of Power’ can be a million-dollar injection to your sales budget!

The KONA ‘Hour of Power’ can make a positive impact on your sales team.

Do you have any of the problems below?

  • Are your sales people are not speaking with enough new customers and prospects?
  • Are they reluctant to pick up the telephone to call people they don’t know?
  • Do they struggle to make appointments with senior decision makers?
  • Do they struggle to get past ‘the gatekeeper’?
  • Do you have overstocks that need to be cleared?

At the end of the day the best way to fill your sales funnel is activity, and the right activity at that!  Making calls to potential and existing customers is a great way to do it.  This contact between salespeople and customers is critical to sales success and one of the key reason some sales professionals smash their targets and others don’t know what 100% of target is.

There are a few key points to make a calling session a success:

  1. SUPPORT each other by doing it as a group
  2. MAXIMISE the chances of success by getting the language right
  3. HAVE a conversation between people (emails do not work)
  4. PRACTICE some calls with each other before you make the call (I know the dreaded role play but this is so critical to success!)
  5. SET some targets for the hour of calling. (appointments and orders are a great starting point)

KONA has seen this ‘Hour of Power’ work with some stunning results, one client landed over a $1 000 000 in sales.  This works for both Account Management and Business Development teams and is a skill set we know is critical in Sales People.

Sometimes filling a Sales Funnel is a daunting task and when that funnel is emptier than it should be the excuses start to come out!

  • Things are slow.
  • Our competitor is cheaper
  • There are product problems

At KONA we hear them all and they all relate to ‘Price, Product and Problems’.  These are the best excuses in the world for sales teams to find reasons not to act.

Conducting an ‘Hour of Power’ is a tangible action that forces everyone to act.

If you need help running an “Hour of Power’ give KONA a call on 1300 611 288 or email us at info@KONA.com.au


Are we a knowledge based economy?

What’s down the track for a knowledge based economy? 

photo-3 OPINION: Not only is its confrontational industrial relations environment seen as a major constraint on innovation, but government statistics show that its investment in R&D lags a long way behind most other industries. The most recent Australian Bureau of Statistics data on business expenditure on R&D (BERD) shows that of the total $18,849 million invested in R&D across all Australian industries, manufacturing remained the largest contributor at $4,844 million (26 per cent). That outpaced professional, scientific and technical services ($3,753 million, or 20 per cent), financial and insurance services ($3,093 million, or 16 per cent) and mining ($2,830 million, or 15 per cent). Together, these four industries account for 77 per cent of total BERD, while construction contributed $864,103 (4.5 per cent). While the above data looks depressing, it masks the reality of how much innovation really happens in the construction sector. In contrast to the pre-planned, laboratory-based and scientific R&D that typifies others sectors such as manufacturing, innovation in construction normally happens at the ‘coal-face’ in response to day-to-day problems. This means it is largely ‘hidden’ from formal government R&D statistics. However, given that we are inexorably moving toward a knowledge-based future where intellectual property and new ideas will mean the difference between staying ahead of increasing competition or lagging behind, there are also strong arguments that the construction sector should be investing more in formal R&D. So it is worth knowing something about what R&D involves and the many commercial benefits it could bring, if designed and managed effectively. In simple terms, R&D is a knowledge creating process underpinned by rigorous scientific investigation which leads to the commercial development of new services and/or products. R&D can be applied or pure, the form being a response to market developments and having a practical application. Pure R&D is more conceptual and exploratory with the aim of adding to our knowledge base without any specific application. In contrast to applied R&D which has traditionally been the focus of the construction industry, pure R&D has traditionally been the responsibility of government. Government support for pure R&D has always been considered crucial because research shows that most private construction companies, if left to their own devices, would under-invest in this area. With only a few exceptions, the vast majority of construction companies see pure R&D as too risky and time-consuming and are not prepared to tolerate the long-term risks in capturing its benefits. However, as demonstrated by the world’s most innovative companies, when R&D is targeted and managed effectively, it can bring significant commercial benefits. Take for example, British Petroleum’s (BP’s) highly successful and innovative Venture Research Unit which developed and managed one of the world’s most successful corporate R&D programs. BP’s Venture Research Unit was deliberately located outside any of BP’s existing business units to enable it to generate ‘new breakthrough ideas that would lead to new industries and markets for BP.’ Working under the management of BP’s Venture Research Advisory Council and in close collaboration with the world’s leading universities, BP’s innovation strategy involved signing up the world’s most gifted pioneering researchers whose interests were aligned with the business. Rather than following the traditional approaches to R&D which typically involves commissioning pre-determined business-led projects, BP provided these top researchers with the resources to pursue their own ideas and to launch radical challenges to existing ideas outside any external business influences and constraints. This process not only preserved the ideology of independent, unbiased research, but was designed to promote uninhibited thinking. BP chose its team of researchers on the basis of whether their research would radically change thinking about something that was very important to society and to BP’s business. Once accepted into the Venture Research Unit’s team, BP’s goal was to help these leading researchers bring this about. There was an exceptional lightness of touch in managing this research. The only requirement imposed on the academic team was that they were to keep BP regularly informed of what they were doing so that BP could be the first to translate these ideas into marketable products and services to for their customers. Researchers were not concerned directly with the commercialization process. This was entirely BP’s responsibility and once a researcher received BP’s money, they were free to use it in any way they liked. BP did not dictate projects, fields of study, problems or timescales and eventually the unit’s funding was expanded to a consortium of business partners with complementary interests in BP’s demand and supply chain such as ICI, Sony and DuPont. The beauty of BP’s collaborative approach was that it avoided the classic problem of selecting research proposals and constraining the freedom of researchers to follow their passions and strengths. By supporting individual leading researchers and their research aspirations rather than specific research projects, BP was able to pursue a liberal approach which drew knowledge from a range of disciplines and business partners. Furthermore, by hand-choosing their research partners and by minimizing the normal time, resource and bureaucratic constraints associated with scientific research, BP not only reduced the barriers to innovation but they also reduced risk since the researchers they supported were almost certain to succeed. The key question and risk then became how to convert that research into ideas for BP’s benefit. The research that was implemented proved to be extremely successful and their return-on-investment more than covered the relatively small investment in the overall initiative. While there are too few examples like the above in the construction sector, there are exceptions to this rule. For example, Arup is renowned for investing significantly in both pure and applied research with a longer-term view. Arup is reported to invest approximately three per cent of its annual turnover in R&D and has a clear road map for its R&D which extends over 20 years into the future based on key drivers of change in key business areas. Arup also integrates research-based KPIs into performance reviews for staff who are required to publish and collaborate with universities in creating new knowledge for the benefit of the business and society at large. Arup’s research program is driven by both ‘pull’ from its business leaders and ‘push’ from universities and research network partners. Research is seen as vital for its strategic business planning to ensure that it is equipped for future trends and that it can capitalize on new opportunities to improve its business and enter new markets. As in BP’s case, Arup’s research team’s work involves forging and maintaining links with the best quality universities, researchers and research establishments, no matter where they are. Arup also works closely with government research funding and advisory bodies around the world to lobby for certain priority areas of funding and to leverage its own resources. Arup has arguably generated more knowledge than any other firm in the construction industry and has benefited enormously as a result. Indeed, many of Arup’s most successful business units have arisen out of its willingness to allow its staff members to pursue their own passions and interests within the work environment. Importantly, while this strategy has inevitably involved some risk and failure, it has also enabled Arup to build a global reputation for innovation, attract the world’s brightest and most engaged staff and to be first mover in a number of new markets and reap the significant benefits associated with this. While contracting is not generally synonymous with R&D, Laing O’Rourke also has a strong commitment to R&D through the formation and continued success of its Engineering Excellence Group (EnExG). It is not only Laing O’Rourke’s spending commitment to innovation and R&D (1.9 per cent of revenue) that led to it being recognized as one of the top 10 most innovative Australian organizations in 2014 and 2015. Rather, it is how these funds are utilized through the EnExG, and other activities of the wider organization, that makes Laing O’Rourke’s approach to innovation distinctly successful in an industry that often promotes similarity. The EnExG is a highly cross-disciplinary team that has offices in both the United Kingdom and Australia. Now five years old, it employs a broad mixture of intellects and experiences from both within and outside of the traditional construction industry, with the aim of providing the perspectives and insights that can only be gained at the overlapping boundaries of the traditional disciplines of knowledge. By providing the environment for challenging and disruptive ideas to take seed and grow, the EnExG aims to drive fundamental change in the practices and culture of the broader construction industry. This means much of the work of the EnExG is not solving problems through innovation, but rather providing fundamentally new methods and modes of thinking and working. The EnExG has pioneered the development and implementation of disruptive technologies such as 3D printing, augmented reality and biometric measurements, among many others, for use by the Laing O’Rourke workforce and clients. Along with this foundational development the EnExG acts as a cultivation space for promising and innovative commercial ventures. One of these, SunShift™, has been awarded several highly competitive government grants and been the subject of much media attention for its potential to reshape the economics of renewable power generation. While not every consultancy or construction company has the resources to invest in the types of highly structured and formalized R&D programs described above, it is worth remembering that all construction firms, large and small, exist in an increasingly globalised and knowledge-based economy where there is an ever greater reliance on our intellectual and creative capabilities than on our physical inputs or natural resources. We need to work smarter not just harder and without new ideas the Australian construction industry and the jobs that it provides will wither away in the face on growing and smart international competition. Thanks to Dr Rowan Braham of Laing O’Rourke’s Engineering Excellence Group for providing information relating to its activities.  Martin Loosemore is a Professor of construction management at UNSW. This opinion piece was first published on Sourceable.

SALES EXCUSE 1: NO ONE IS BUYING!

It’s one of the most frustrating things about sales – your team cultivates a promising lead, make their pitch, and the customer says no. However, what is more frustrating is the excuses that come from the team when they are not meeting targets. Customers say no for all kinds of reasons: they don’t like the product, they don’t engage with you, they don’t have the money, the time or the inclination. But the big reason that people say no is they haven’t been given a compelling reason to buy. Sales is seduction, and you’ve messed up the kiss! So what can you do about it? It’s time to rethink and refocus your team with sales management training to start thinking about why they are not converting. Offering a deal is not enough In sales, the value proposition is everything. If you’re selling vacuum cleaners, the value proposition is that your particular brand and model has the most powerful suction, the longest warranty and/or the best quality build. However, this kind of value proposition is generic and does not present a strong point of difference. If all you have to offer is some hokey lines about quality or rate of suction, then there is no compelling reason for the consumer to buy, no competitive point of difference, and a ‘no’ is expected. Understand and communicate the value proposition Apple’s marketing strategy for its computers and smartphones barely mentions their technical specifications, even though they are state-of-the-art. Apple instead focuses on their image – that of creativity, innovation and passion. The effect is to create a value proposition that goes far beyond the physical products they sell. Apple has created an image that is different from its competitors and that sells the product. The lesson here is to rethink how you and your team are presenting your products or services. What you do and how you do it is important, but why should also be a major part of the pitch. Clients and customers want to be part of something, to feel that they are gaining an advantage or fulfilling a need. Engage with them and demonstrate why your product is unique and most suited to them, and what needs will be met. Don’t ask, don’t get A firm lead has been worked up, pitch prepared and delivered flawlessly. At the end, you say “any questions?” and they say, “we’ll get back to you” – and of course, they don’t. If your pitch doesn’t contain some hard sales questions or offers, then you’ve wasted your time. To convert leads, you have to ask buying questions, give them a reason to buy. Is there a limited time offer? A free service or trial period you can give that leads to a long term paid arrangement? A demonstration of value that makes it irresistible? Simply reciting your product or service’s good points is not good enough. There needs to be bait on the end of your hook – don’t let them leave the room or hang up the phone without making sure they understand what you are selling, and that they need to buy. Sales management training Sales is all about understanding consumer needs and having the confidence in your product that it meets these needs. If you aren’t converting good leads, then something’s wrong with how you’re pitching. Estee Lauder said “If you don’t sell, it’s not the product that’s wrong, it’s you.” Go back to the fundamentals. Every sale needs to be made around a value proposition. If your products and services are good but you’re getting more no than yes, then the customers you’re targeting haven’t been given a compelling reason to act. By rethinking your strategy with sales management training – shifting from what and how to why, and by asking relevant questions and setting up calls to action – you can drive customer decisions in your favour. It’s time to stop making excuses. If you want to take things to the next level and start increasing conversion rates, KONA Group has transformed companies’ performance through proven sales methodologies with sales management training and coaching programs customised to companies’ individual needs. For more information, please email info@kona.com.au or call 1300 611 288.

“The Customer Is Always Right” Principle Does Not Always Work

By Glenn Dobson of the KONA Group. “The customer is always right.” This is a platitude often heard around Australian businesses But regularly the question is raised in many Australian sales management training, sales training courses and customer service training programs, with limited resources and budgets it’s near to impossible to get every piece of customer feedback and incorporate it into this business principle. So it makes sense to stop making the claim “the customer is always right” and instead clearly define specific customer experience values which you and your team will incorporate and demonstrate on a daily basis to align with your core service values. Sure, you’ve got to listen to customer feedback but we are in a ‘blame era’ where customers and employees are having less accountability and responsibility for their own actions and are looking to blame someone else whenever they can Therefore it is important you don’t respond to every conflicting piece of advice and feedback from customers In Australian sales training and call centre training in Sydney and Melbourne we often hear sales people complaining that they missed target because “accounts didn’t collect the customer’s cheque; the warehouse doesn’t stock what the customers want; the CRM doesn’t work when…” While it’s good to get feedback from customers, you should determine to what extent you will be using them in making business decisions and how much is just customers exercising their ‘right to complain’ where their feedback is based more on emotion than practical logic. Don’t be like todays politicians who are making decisions that affect the majority based on a minority voice or group!! So What Exactly Is Your Organisation’s Customer Service Philosophy and Strategy? Customer service strategy involves how you are going to have customers experience your brand in a differentiated way so regularly review and ask these 3 questions:
  1. What are our core service principles and values?
  2. What exactly do we want our customers to experience?
  3. How can we best communicate our brand through every interaction?
From day one, you should define your customer experience values. (i.e, easy to do business with, competent, professional service, always ready to lend a helping hand, etc) and set benchmarks for your team as to what is acceptable and what is not That way you reinforce that everything you say and do aligns with your core values. When you have decided on your customer experience values, your business operations should work across the sales, service and support groups to ensure all of these people are able to deliver the desired customer experience with each interaction with customer. How Do I Know If My Customer Service Strategy Is Not Working? When your customer base remains static or is contracting instead of expanding something is wrong. Every sales and customer service interaction with customers is an opportunity to delight them not to disappoint them. When these customers don’t come back to you for repeat purchases it’s logical to conclude that the previous experience they’ve had with your company wasn’t what they were looking for. So it is important to invest in your people and not just systems Hire the right people, not just the best of who was available, then develop them through a practical, customised and results oriented sales training courses and customer service training programs to set them up for success. Then proactively monitor customer engagement via CSAT’s and other KPI’s which help to keep you abreast of how your customer base sees your brand. Keep in mind that the worst customer experiences generally come from companies where its sales or support staff  focus only on the beginning and end of the interaction. You should go beyond these major touch points and think about things that will help with customer growth and retention. To learn more about KONA’s Australian Sales TrainingCall Centre TrainingCustomer Service Training and Sales Management Training and Coaching in Sydney and Melbourne, telephone Glenn Dobson on 1300 611 288, or email Glenn@KONA.com.au  

CMO Show Interview

The CMO Show

This week, Glenn Dobson, Managing Director of the KONA Group and Hawaii Ironman triathlete, is interviewed by co-hosts Mark Jones and JV Douglas about why HRs current obsession with ’empowerment’ is a “management cop out”; staying motivated; and how setting new goals and challenges can help you achieve way beyond your own expectations.

“Business people today face so many distractions that it’s increasingly difficult to strike a balance between work and life, setting and achieving goals and maintaining focus and motivation.”

Yet Glenn’s ability to structure his week around the four “big rocks” in his life – work, training, family and sales training & coaching – have allowed him to pursue his dreams of becoming a Hawaii Ironman triathlete in KONA, and international sales coach. (Immediately after this interview he was getting on a plane to train businesses in Johannesburg, Dubai, Dallas and New Zealand)

This structure, he says, is integral to keeping himself motivated and avoiding the burnout that so many marketers and executives experience.

“People often say, ‘how do you fit it all in?’ I train 16 hours a week for an Ironman race and still spend a huge amount of time with my family.

I run a business and spend vast amounts of time with clients.

However I don’t get bogged down in the minutia, and the little low value tasks that can take up time.”

To listen to this excellent interview from CMO on your drive to or from work please click on

https://www.filteredmedia.com.au/the-cmo-show-motivation-for-marketing/

For more information on KONA’s Sales Training or Call Centre Training please telephone Glenn on 0425 200 883 or email Glenn@KONA.com.au