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A Simple Guide for Performance Management in Call Center Services

Posted by Sunny Morgan
A Simple Guide for Performance Management in Call Center Services

The key to success in business or organization is not just the product, but the employees. The employees are responsible for creating, promoting, selling, delivering, and providing after-sales support for the products. They are the backbone of a call center service company and their performance, attitude, mindset, and loyalty can greatly impact the company's success and determine whether or not it will have customers.

Investing in employee performance management is important to cultivate the best employees and ensure the company's long-term success, even though customers may be considered the most important stakeholders. Therefore, measuring employees’ performance is critical for ensuring the business’s performance because both of these aspects are interdependent and directly proportional to each other.

Today, we are going to discuss some in-depth aspects of performance management. Also, we are going to explore the practicalities of performance management closely.

Definition: Employee performance management refers to the systematic process of evaluating and improving the performance of employees in an organization. It involves setting performance expectations, regularly monitoring and providing feedback on employee performance, and offering support and development opportunities to help employees reach their full potential so that business performance stays intact.

Objective: The goal of performance management is to improve organizational efficiency and effectiveness by aligning employee performance with the company's goals and objectives. It helps to ensure that employees are contributing to the company's success and that they have a clear understanding of what is expected of them. Since employees are the strongest asset to the company, they must be prolific to the company in every manner.

Encompass: Performance management can take many forms, including regular performance appraisals, performance-based evaluations, 360-degree feedback, and goal setting. It can also involve coaching, mentoring, and providing ongoing feedback to help employees grow and improve. So, it basically encompasses improvement done on a real-time basis; a constant search for innovative ways to increase overall efficiency.

Process: Effective performance management is a two-way process that involves both the manager and the employee. It requires regular communication, collaboration, and mutual respect. When done correctly, it can lead to improved employee morale, higher job satisfaction, and better overall performance for the organization. Performance management focuses on mutual growth and welfare between employees and the organization.

Overall, employee performance management is a crucial aspect of managing a successful organization, as it helps to attract, retain, and develop top talent, and drive positive outcomes for the call center services. Call center services that put emphasis on performance management tend to perform better than their competitors and always pave the path for improvement at every step of the business journey. It is a tested and proven fact. 

Read More: Importance of Knowledge Base and Ways to Create One for Call Center Services

Things that Entail in a Typical Performance Management Strategy

Performance management involves a systematic approach used by managers to evaluate and support the work of their employees in line with business objectives. The objective is to monitor and enhance the abilities required to effectively carry out job responsibilities.

●The process encompasses performance appraisals, KPIs and management dashboards, peer evaluations, 360-degree feedback from multiple sources including supervisors and subordinates, supervising the growth and welfare of the employees, and employee management software.

●While similar in nature, performance appraisal focuses primarily on personal goals and development and does not consider the larger organizational objectives.

●For effective performance management, you should be open to suggestions and must thrive to make improvement wherever it is needed. Companies tend to conduct surveys among customers, employees, and every business stakeholder for improving call center service performance comprehensively.

Performance management is crucial for both the organization and the individual as it determines opportunities for growth such as bonuses, promotions, and in some cases, termination of employment. Employees need constant motivation for maintaining consistency in performance in order to achieve the call center services’ objectives and vision.

Effective Performance Management

Typical performance management is a systematic process of setting performance expectations and evaluating an individual's or an organization's performance relative to those expectations. It aims to align individual and organizational goals, develop and enhance employee skills and capabilities, and support continuous improvement.

A typical performance management system involves:

●Setting clear, measurable, and attainable performance expectations: This includes establishing clear and specific performance goals and objectives.

●Ongoing communication and feedback, which includes regular check-ins and feedback sessions to discuss progress, provide support, and address any performance-related issues.

●Performance assessment and evaluation, which includes evaluating an individual's or an organization's performance relative to the established expectations and goals.

●Leading development and growth opportunities for employees; the opportunities to enhance their skills, knowledge, and abilities to improve performance and advance their careers.

●And finally focusing on rewards and recognition for employees’ contributions and achievements, can motivate and encourage continued high performance. Recognizing employees for their efforts is one of the key factors responsible for performance management and must be taken seriously.

Overall, effective performance management is a dynamic process that involves ongoing communication, feedback, and support to help individuals and organizations achieve their full potential. However, what we have discussed is just the basic picture of what a typical management strategy looks like. For an effective performance management strategy, you can reduce all these maneuvers into two simple approaches.

  1. Behavioral Approach
  2. Results-Oriented Approach

Behavioral Approach: When your employees function effectively as a team and individual performance metrics are challenging to determine, this approach proves to be effective. Instead of focusing on individual results, you assess your employees based on their behavior and level of effort.

Feedback involves recognizing current behaviors, articulating the desired behaviors in the future, and offering training or guidance to close the gap between their current state and your desired outcome. This approach is effective because if you look closely, it is the attitude towards work that determines the performance in the first place.

Results-Oriented Approach: This method is best suited for situations where performance can be easily quantified, such as reaching sales targets, billing a specific number of hours, or hitting specific call volume statistics. The emphasis here is placed on both the quality and quantity of the final outcome; for acquiring substantiating facts about the performance.

It becomes quite apparent which of your employees is doing a phenomenal job, mediocre job, or low-value job. Depending on the data collected from the performance evaluation, you can allocate your employee resources for positions that will not only complement their capabilities but also induce more productivity and efficiency.

In conclusion, both of these approaches are very different as they have completely different methodologies. Both have been tested and proven by leaders. However, as a manager or leader, it depends on your basic instincts to know which one of these approaches would work in your case. If you are unsure of which approaches should you adopt, you can devise a strategy that could be an amalgamation of both of these approaches and see how it works.

Performance Management Process

To get started with a performance management process, start by setting specific, measurable, and time-bound goals. Evaluate your current systems, processes, and resources to identify areas for improvement. Create a plan to reach your goals, implement it, and monitor progress regularly. Make adjustments as needed to stay on track. Continuously review and improve your processes to keep moving forward toward your goals.

Plan: It's important to regularly review the goals and responsibilities outlined in the job description with employees to ensure they are clear and understood. This will provide employees with a better understanding of what is expected of them and help identify when they may be falling behind. Clear and consistent communication of expectations will foster a more productive and successful workplace.

Monitor: Continuous monitoring of employee performance is crucial for management. Infrequent check-ins may result in significant deviations in performance that can have long-term effects. Maintaining open communication and a culture of feedback throughout the year is therefore essential to ensuring consistent and successful employee performance. The motivation level of the employees depends on your ability to manage them as a leader.

Develop: When areas for improvement have been identified for an employee, working with them to provide training, mentoring, or educational resources can help them regain momentum and close any skill gaps. This collaborative approach will aid in the employee's growth and success. If you look closely, the productivity becomes stagnated not because of your employees’ inability but their unwillingness to push further.

Rate: A lack of a rating scale can make it challenging to determine employees' progress in relation to their development plan. By having a transparent rating system in place, employees can easily understand their current standing and the steps required to reach the next level of performance. Each one of your team members was a motivated person in the beginning, it is up to you to keep that motivating momentum stay intact.

Reward: While every aspect of the performance management process is essential, the incentive may be the most crucial aspect. Encouraging employees who have achieved their goals or are making progress towards them by providing positive reinforcement. Show appreciation for their efforts and dedication to improving and contributing to the organization.

This can come in the form of bonuses, heartfelt thank you cards with token gifts, public recognition, or through an employee rewards program. Such recognition not only boosts the employee's morale being acknowledged but also serves as motivation for others who may need extra inspiration.

Interesting Blog: Learning Phone Etiquettes for Leading a Better Call Center Services

Productive Employees vs Unproductive Employees

In order to assemble a team of professionals to deliver a high-value job, you must first learn how to pick the most capable and deliverable employees from your employee resource. This is a basic instinct that every business owner or leader must develop through the initial phase of their business venture. Productive and unproductive employees can be differentiated based on the value they bring to an organization.

Characteristics of Productive Employees

A productive employee is someone who consistently meets or exceeds expectations and goals, contributes to the organization's success, and shows a positive attitude and strong work ethic. They are proactive, take initiative, and are able to complete tasks efficiently and effectively. They continuously strive to improve their skills and knowledge, and they take pride in their work. No matter what they don’t want to stunt their own growth.

Productive employees are individuals who are efficient, and effective and contribute to the success of the organization they work for. Here are some of the common characteristics of productive employees:

Strong Work Ethic: They are disciplined and focused on their work, and they consistently produce high-quality results. While the recruitment process, the hiring team must look for these types of candidates for optimal performance management.

Positive Attitude: They have a can-do attitude, and they approach their work with enthusiasm and a desire to make a difference. These people are more agreeable and would never resist participating in the solution-finding process.

Good Time Management Skills: They are organized and manage their time effectively, ensuring that tasks are completed on time and to a high standard. Time management plays a key role in the improvement of call center service performance. 

Excellent Communication Skills: They are able to clearly and effectively communicate their ideas and thoughts, both in writing and verbally. Communication skills are indicators of good comprehensiveness, problem-solving ability, and persuasiveness.

Initiative and Proactivity: They are proactive and take initiative, taking ownership of their work and actively seeking out new opportunities to contribute to the organization. These are the ones who literally contribute to the company as irreplaceable assets.

Collaboration and Teamwork: They work well with others and understand the importance of collaboration in achieving success. People that are aware of the strengths and weaknesses of not only themselves but also their team members know how strong a team can be.

Continuous Learning: They are committed to ongoing learning and development, and they stay up-to-date with the latest developments in their field. No matter how skillful you are, if you don’t keep yourself abreast of the latest tools and techniques, that's your downfall.

Adaptability: They are able to adapt to change and new situations, and they are resilient in the face of challenges and setbacks. Now that is a quality that not everyone has. Resilience and perseverance can only be seen in highly motivated people having strong principles.

These characteristics help make productive employees valuable assets to their organizations, and their contributions help drive success and growth. We enlisted the characteristics of productive employees because the same can be kept as checkpoints while assigning a team for call center service performance management. 

Also check: What is the Role of Inbound Call Center Services in this Digital World?

Characteristics of Unproductive Employees

On the other hand, an unproductive employee is someone who consistently underperforms, does not meet expectations, and lacks the drive to contribute to the organization's success. They may be frequently absent, miss deadlines, and have a negative attitude toward their work. They may also require frequent supervision, lack focus and motivation, and have a tendency to make excuses for their poor performance.

Unproductive employees are individuals who are not efficient or effective in their work, and who may have a negative impact on the organization they work for. Here are some of the common characteristics of unproductive employees:

Lack of Motivation: They lack the drive and enthusiasm to produce high-quality work, and they often seem disinterested in their job.

Poor Time Management Skills: They struggle to manage their time effectively, and they are often late in completing tasks or miss deadlines.

Poor Communication Skills: They struggle to communicate their ideas and thoughts effectively, and they may have difficulty working with others.

Lack of Initiative: They are passive and lack the drive to take initiative, and they often wait for direction from others.

Resistance to Change: They are resistant to change and may struggle to adapt to new situations and processes.

Poor Attention to Detail: They may not pay close attention to the details of their work, and their work may suffer as a result.

Lack of Accountability: They are not accountable for their actions, and they may pass the blame for their mistakes onto others.

Negative Attitude: They have a negative outlook, and they may spread negativity and undermine the morale of those around them.

These characteristics can have a negative impact on an organization and its employees, and unproductive employees may require additional support or coaching to improve their performance. So, essentially, most of your time would be spent dealing with your employee’s performance rather than business performance.

It's important to note that the distinction between productive and unproductive employees is not always clear-cut, and an individual may exhibit traits of both. Additionally, factors such as personal circumstances and work environment can impact an employee's level of productivity.

Nevertheless, in general, productive employees are valuable assets to an organization and are crucial to its success, while unproductive employees can negatively impact morale, productivity, and success.  Hence, you must focus on both performances - employees and company, for leading a sustainable future for your business.

Wrapping Up:

It's important to note that performance management is an ongoing cycle that must be consistently implemented throughout an employee's tenure at the company. Open communication about the process is crucial, as it sets expectations and keeps employees engaged and motivated. Without effective communication, employees may become complacent or disengaged in their job performance.


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