Category

contact Center

60 Minutes Just Backed Up Our Core Learning Philosophy

By | Adaptive Learning, AI, bots, call center, contact Center | No Comments
On Sunday, December 8th, the show 60 Minutes featured a story about how AI was being used in the classroom to help teachers and students learn with the help of AI tutors (via Open AI).  The AI is used with the curriculum to help students move through a series of question-and-answer interactions that help them use critical thinking to solve math and science problems. The system developed by Sal Khan, and Open AI, provides a dashboard for the teachers to use to follow the flow of conversations with the student and their AI tutor. The teacher can focus on students’ identified trouble areas vs. trying to spread their attention and feedback with less data to tailor their feedback for more immediate impact and retention.   

This parallels with Dr. Benjamin Bloom’s 2 Sigma theory on the best way to teach a student a new skill/knowledge and retain it longer.

Similar to the AI Tutor in the classroom, Benjamin Bloom analyzed teacher-to-many, peer-to-peer, and tutor-to-student methods of learning. The results of the tutor-to-student had the highest results. At the time his study was done, there was no scalable and cost-effective way to provide this in the classroom.

AI has allowed these tutors to be deployed across a large population base and respond at lightning speed.

Our ACES simulator does the same thing. We use AI to play the role of the built-in tutor or coach. Managers have access to very detailed analytics, just like the teachers have, to focus on the tasks an employee may be struggling with in the simulator as a roadmap to use as a way to provide the most relevant coaching and feedback. This allows the manager or trainer to be more Proactive than Reactive. 

The report on 60 Minutes also addresses the risks or negatives of using generative AI in the classroom. As with a lot of these systems, there needs to be some form of guardrails in place.

For this reason, our ACES platform uses a combination of rules-based AI and NLP. When using our simulator in a call center, you want to design the simulations based on best practices for any given interaction in that call center. When using generative tools to help you “build” the learning activity, this runs the risk of not having consistent learning for each agent that challenges them to perform the proper tasks following your best practices. Call centers know what type of calls they have and the types of situations employees will be tasked with. Simply pulling examples from the hours of recorded calls can be used to create the scenarios that agents will need to learn how to respond to.

We all know these new generative tools are very attractive and can reduce our workloads tremendously. We still need to be mindful of when we use them and how. I believe we still have a ways to go before we can blindly deploy LLM (large language models) at scale but there is no doubt they are a technology disrupter.

What do Dairy Cows and Contact Centers Have in Common?

By | AI, call center, collaboration, contact Center, empathy

Always On Duty

Dairy cows have to be milked twice a day every day – no days off. Just like contact centers, someone has to tend to them 24 x 7

Bread & Butter

Dairy cows are the prime focus to driving revenue on a farm, just like excellent service from your contact centers make or break your customer retention

Wholistic Systems

Dairy cows rely on the farm equipment to provide food, sanitized environments and supply chains to keep running. Same with contact centers, agents need to have reliable systems, collaborative work environments and safe non-toxic work settings to be productive.

Proud 4-H Member

Simulations Speed time to Proficiency

By | Adaptive Learning, AI, bots, call center, contact Center, simulations

It’s a well-known fact that many call centers are challenged with getting agents up to speed as quickly as possible with a high degree of proficiency. The chart below shows the average time it takes for agents to become proficient. But we want to encourage you to start using simulations – like our ACES simulator

 

When we work with our customer’s call centers the #1 reason they use us is to get their agents up to speed faster.

Click here to see some examples

Top 3 Strategies for Win Win Vendor Relationships

By | contact Center, empathy, podcsting

It’s not about driving down costs — at all costs.

Procurement Cloud states that 47% of vendor relationships will hit a wall. Why is that?

There isn’t one single answer but many times it comes down to building win-win relationships vs. trying to drill down the price to shave percentage points off your supplier fees. Even in the middle of a Pandemic and economic downturn, there are ways to build strong relationships. Here are three top strategies:

  1. Good communication and setting ground rules
    1. Christa Heibel of CH Consulting Group, a well-known Contact Center Consulting firm, states in order to create a Win-Win relationship, begin with ensuring your contract flushes out all of the details of the relationship including how each party will contribute creatively. Listen to her Words of Wisdom an excerpt from our Contact Center Insights Podcast

2. Be transparent – I’m not saying give away trade secrets but the better the vendor understands how decisions are made, what other priorities are demanding resources the more valuable input they can provide. My first experience with this was 20 years ago when I worked for a company win win situationthat had an onsite contract with Sears headquarters. At that time it was rare that a vendor would be invited to sit in on staff meetings and participate in the planning process but it gave us greater insight as to how we could provide our services in a more valuable way. We were able to become more pro-active in recommendations and felt truly part of the team.

3. Create channels of trust

When you’re making a buying decision, trust is a large part of the equation. Will the vendor deliver what they promised, will support be at the level you expected it to be. The same can be true for your role. Giving timely responses, clearly outline what your expectations are, and stick to them, not delaying payments or changing the terms of the deal allow the vendor to have faith in the relationship and align their resources accordingly.

For example, a BPO set terms with their client to abide by specific KPIs for managing a campaign. Mid-way through the campaign, the client’s business had a major re-organization and put pressure on the BPO to stick to the original terms and fees, even though their employees were putting in more time and effort to manage a new set of metrics and requirements. Even though the vendor may fear losing this client, in a solid win-win relationship, it would be fair to expect the vendor to ask for a revision of their contract.

Simulations to Teach Coaches How to Coach

By | call center, contact Center, empathy

Practice without a purpose is wasted time

Many organizations are great at taking a top performer and promote them into a manager’s role. But what they forget is that not all good frontline employees are good managers.

Recently I was working with a client who wanted to find a new way to teach her managers how to be good coaches.

Let’s first define the difference between “telling” vs. “coaching”. In an article written by Julia Milner & Trenton Milner, in the Harvard Business Review, it presents a great case study on how you can teach managers to be good coaches. Many of them start off with telling employees what to do — this is NOT coaching.

Coaching is a combination of skills that allow the employee to come to a solution of their own accountability vs. being told exactly what to do. I made a two-step recommendation to my client. As she was overseeing Quality Analysts for a global software company, I recommended she first take a look at a Coaching for Performance certification program from Benchmark Portal. They have many certification programs but this seemed to be a great way to give the foundational skills needed to understand coaching. coaching employees

Then I recommended that she use our simulator to build tailored coaching conversations her QA could use to practice various scenarios. As stated in the HBR article, you need to let coaches practice in a safe environment. This is exactly why companies use our simulator. It provides realistic experiences that can blend all of the skills needed such as:

  • active listening
  • questioning
  • giving constructive feedback
  • assisting with goal setting
  • showing empathy
  • letting the coachee arrive at their own solution
  • recognizing and pointing out strengths
  • providing structure
  • encouraging a solution-focused approach

The embedded smart analytics reporting system will allow my client to access detailed metrics in real-time to see how well her QA’s are doing in the capstone activity of completing coaching simulations.

With many people still working remotely, it’s even more imperative that managers have the right skills to help their employees succeed.
If you’re curious to see how to use our simulator to build your own coaching simulations, please contact us.

Reducing Gladwell’s “10,000 Hours by 90%”

By | bots, call center, contact Center, simulations

Deliberate Practice vs. Traditional Training

I’m a big fan of Malcolm Gladwell and I’m sure many of you are familiar with the term “10,000 hours to mastery”. This has since been proven to be taken out of context but he still references it as a guide to how long it takes for someone to master an innate skill. In Frans Johansson’s book, The Click Moment he explains that Deliberate Practice is a more likely predictor of success. Here are the core elements to Deliberate Practice

  1. Set a specific targeted goal or task you want to master
  2. Provide focused intense periods of practice
  3. Receive immediate feedback and self-correct
  4. Prepare to be uncomfortable in order to overcome barriers to success

One of the core reasons our customers use our simulator is that it uses this deliberate practice approach. Many of our customers need to get contact center agents up to speed quickly. Traditionally they are putting them on the front lines before they have had time to really master interacting with customers. By using our simulator, they see how this gives agents realistic practice so they can reduce the time it takes to get to mastery. Like Johannson’s approach, our simulator is a predictor of agent performance — here’s how.

  1. Simulations are built to look and feel just like your scenarios with a specific skill in mine – such as how to change credit card information, how to handle product returns etc.
  2. We recommend building different levels of immersion so that as agents score out of one level they continue to practice one transaction 3-4 times at a minimum
  3. They receive automatic immediate feedback from a built-in bot who guides them through how to handle verbal and on-screen interactions successfully
  4. They are uncomfortable at first due to the fact they have not had any exposure to this. Our conversational interactions are built on best practice responses. Once they become comfortable with each level, they can move on to more complex transactions

No need to use a crystal ball to try to determine who will be successful. Our ACES  automates this process. The intelligence embedded into the system, allows the managers to know right where in the transaction the agent may have gotten off track.

Businesses don’t have the luxury of 10,000 hours of time to help employees get up to speed on their skills. So imagine if you had the ability to help your agents master many of your complex transactions in 5-10 hours vs. 5-10 weeks? You can view some examples on our video page.

How to Accelerate Contact Center KPI Performance

By | bots, call center, contact Center, empathy

Reducing agent’s learning curve.

In a recent conversation, I had with a client we discussed why they are using our simulator in their contact center. As a large BPO, their revenue is directly tied to documenting agents are following very detailed KPIs. They asked for me to provide a full list of how our simulator can impact each of these so I thought it would be helpful to share this list with others.

  1. Reduction of AHT, this client wanted to reduce new hire AHT of 12 minutes down to an average of 7
  2. Increase agent confidence which impacts CSAT scores
  3. Improved soft-skills such as expressing empathy, active listening and asking open-ended questions
  4. Improved accuracy of keystrokes and data entry
  5. Reduces the number of times call will be escalated to a manager
  6. Automates measurement of English proficiency

In number six, this was not an intended KPI but as a result of working with a very large technology company, they now use our simulator as a way to ensure outsourced agents are English Proficient. This came up when they enrolled agents at a call center in Vietnam. They were struggling to complete a simulation successfully. Our client thought that the simulator wasn’t working correctly. I assessed that their accents were too strong. The client was somewhat skeptical that this was the case so they placed them into production as voice agents. Shortly after they were in production, customers complained they were not able to understand them. They are now all chat agents. Moving forward all of their simulations now account for and measure their English proficiency with our simulator.

As we have proven many times, if you pro-actively use a tool like our simulator, you can address a lot of the “back office” metrics on the front end and improve the customer experience.

How Active Listening Benefits Your Company

By | Adaptive Learning, call center, contact Center, empathy, simulations

Responding Authentically Drives Customer Retention

There is a lot of talk around replacing contact center agents with bots or some form of self-service options. But according to research conducted by NewVoiceMedia, 75% of customers still prefer a live agent (voice or chat) to help them solve their issues.

Successful companies know how to create a culture that allows agents to not only express empathy but express the Right level of empathy for the customer’s situation. Here is an example.

A customer who is calling to get roadside assistance because they have a flat tire.

Agent#1 “I apologize for your situation.”

Agent#2 “I’m sure that’s really frustrating for you.”

Agent #2 does a better job of expressing empathy that expresses what the customer must be feeling. They recognize what is going on in the customer’s world. This would be perceived as “more authentic” vs. canned and routine.

You can teach agents how to use the skill of active listening, here are 8 steps created by David Grosman that are right on target with how we teach this skill in our simulator

  1. Approach each dialogue with the goal to learn something. …
  2. Stop talking and focus closely on the speaker. …
  3. Open and guide the conversation. …
  4. Drill down to the details. …
  5. Summarize what you hear and ask questions to check your understanding. …
  6. Encourage with positive feedback.
  7. Listen for total meaning
  8. Pay attention to your responses

I’ve highlighted number 5 as this step is really critical step.  It demonstrates to the customer that you truly understand their situation and can accurately paraphrase what is going on.

When the customer senses you are truly trying to get to the heart of their issue or how to help them out. This builds a level of trust. This connection is priceless and should not be taken lightly. When customers feel you are trustworthy they are more likely to continue doing business with you.

 

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