quality in direct relation to growth in sales
DESCRIPTION
Presentación del 1er Congreso CALA de Contact Center y BPOTRANSCRIPT
Quality in Direct Relation to
Growth in Sales
Rafael Manzón
Director, Business Affairs
American Teleservices Association
What is the
ATA??
AMERICAN TELESERVICES ASSOCIATION
For 25 years, the ATA has been uniting the voice of Teleservices!
For more INFORMATION visit us a www.ATAconnect.org or call
317.816.9336
MEMBERS BY BUSINESS TYPE
Other
11%
Users of Outsourced
Teleservices
11%
Service/Product Providers
11%
The American Teleservices Association represents channel users and suppliers that
initiate, facilitate and generate telephone, internet and email sales, service and support.
Consultants
15%
Inbound/Outbound/In-House
Contact Centers
52%
For more INFORMATION visit us a www.ATAconnect.org or call
317.816.9336
Information Gathering
Collaboration
For more INFORMATION visit us a www.ATAconnect.org or call
317.816.9336
Contact Center Elements
Process TechnologyPeople
How the Work
Gets Done
Appropriate
Technology
Tools
Skilled, Trained
Motivated Agents
Provided by Witness Systems at ATA Convention
How Do Customers Feel About
Customer Service?
Studies reveal that 80 percent of consumers say customer service
has a significant influence on consumers’ opinion of a company.
Eighty-five percent of consumers said they would stop using a
company’s product or service following a bad call center experience.
– Develop External Data on Customer Satisfaction
– Root Cause Analysis Capable
– Use Recorded Calls as Training & Agent Skill Development Tools
– Provide Information to other Depts.
Quality Assurance
– Provide Information to other Depts.
– Provide Information to Executive Team
Create clarity by representing the true voice of the customer to your client.the customer to your client.
Overcoming
FEAR
Outsourcing
10
10. India is the only place with
enough scale to support global
work
Peru boasts a
strong
infrastructure…
9. Attrition is rampant in
offshore locations
Proud employees keep their jobs
longer and perform better with
customers.
8. Offshore savings are
dwindling due to rising wages
7. Data security & information risk
are major concerns offshore
6. The customer experience will
suffer More agents @ lower cost
=
less wait time
24x7 Support @ lower cost
=
More hours of service
Customer Satisfaction : Disputes
DELIVERING A WORLD CLASS
CUSTOMER EXPERIENCE
Location Disputes
MUMBAI 87%
US 1 87%
“Overall, Mumbai performance is generally in line with the other sites
which work the same queue at substantial volumes”
Quality Assurance Manager U.S.. JPMORGANCHASE
US 1 87%
US 2 84%
Overall Average 86%
Provided by JPMORGANCHASE at ATA Convention
5. Companies are moving work
back to U.S. because of Sub-Par
performance
4. Globalization is bad for U.S.
Workforce
US Unemployment rate
� U.S. job losses to offshore have been offset by job gains in other
industries
� Manufacturing sector lost 5 million jobs between 1979 and 2004, and
U.S. employment grew by 40 million during that time period.
0.00%
1.00%
2.00%
3.00%
4.00%
5.00%
6.00%
7.00%
2002 2003 2004 2005 2006 2007
US Unemployment
rate
Individual workers are threatened by offshore but not the economy as a whole
Provided by JPMORGANCHASE at ATA Convention
3. “My Work” is too complicated. It
can’t be done offshore
2. Globalization kills morale in the
remaining U.S. locations
A stronger company is built when A stronger company is built when
service can be provided more
efficiently with higher service
levels…
1. Globalization is a “FAD”
Latin America – drivers & inhibitorsDrivers
� Cost
– Latin America agent prices among the lowest in the world;
� Accessibility
– Many Latin American offshore locations are easily reached from the USA;
Inhibitors
Perceived security risks
– Concern over safety of investment / employees an ongoing issue;
– Rhetoric from some regional leaders decidedly anti-FDI;
Language skillsthe USA;
� Ongoing stability
– Major Latin American markets are pushing open economies, transparent legal systems and fiscal responsibility;
� Labor availability
– Enthusiastic graduate population ready to staff contact centers.
Language skills
– Do Latin American agents have English-skills needed to serve North America?
Market disparity
- Latin American contact center markets heterogeneous;
Distance
– Some South American destinations require a full day’s travel.
Provided by DATAMONITOR at ATA Convention
Conclusions
•Latin American offshoring is a good bet
depending on the marketdepending on the market
– Key is to locate markets with:
capacity, stability and affordability
Provided by DATAMONITOR at ATA Convention
Contact Center Concerns
Forecast
Schedule
Train
Recruit
Budget
Analyze
Monitor
Processes
An agent can often be the only
personal communication between
a company and its customers…
Make sure you put your best face
forward.
Quality assurance will throw up
red flags as soon as a problem is
discovered.
Quality assurance measures
agent proficiency.
Rebuttal assurance.
Pressures on the Customer Service
OrganizationImportance of Service Variables to Customers
Indexed, 2005-2006
4.0
5
1.6 1.7
0
2.5
Speed of Answer Handle Time Issue Resolution
Source: Customer Contact Council Research
The increasing focus on issue
resolution…Trade Press Mentions of First Contact Resolution
2000-2006, Indexed
500
0
250
2000 2001 2002 2003 2004 2005 2006
Source: Customer Contact Council Research
Common Telemarketing Goals
to be met…
• Enhanced Performance
• Increased Quality
• Lower Acquisition Cost
7 Tips for Success
1. Adopt a team approach
Organize your
resources so you
have their key input in
good time for your
deadlines.
Look around for those
who can help your bid
within and outside
your organization.
deadlines.
2. Qualify all opportunities
Is it good business for
you?
Should you invest the
time?
Do you make a strong
case?
show how you will
deliver value
3. Show Evidence
What contribution will you make to
their business goals and ambitions?
4. Use Case Studies
Every client has a
win!
Nothing beats data…
5. Persuade
Incorporate a benefit statement into the description
as quickly as possible-something that the decision
maker cares about.
Do this even in RFP sections where the original
question only asked "describe how you do
something."
6. Quality Matters
All communication
counts!
Presentation is
Important.
7. Create Trust
Every conversation counts.
Every expectation matters.
Quality in Direct Relation to
Growth in Sales
Rafael Manzón
Director, Business Affairs
American Teleservices Association