Introduction Would you buy a product from a company with a reputation for a support organization or even a large sales organization? Join the crowd if response support, poll after poll shows he is one of the most important factors influencing sales, and each company has a strong interest in doing it right. It is no secret that software is a necessary component of a well-managed support. Hay decenas de soluciones diferentes a cabo allí, tomar el tiempo para elegir el que le da la flexibilidad que necesita y la capacidad de automatizar procesos de negocio no sólo ahorrará tiempo y dinero, pero se puede cambiar su enfoque para mejorar la calidad de su servicio . So why support is so often perceived as inaccessible? The answer is that the effective management of an organization to support, even for a single product is difficult, and management support of a product or service is complex, difficult as possible. This paper discusses the challenges associated with managing a support organization and sophisticated key strategies to meet these challenges. ____________________________________________________________________________ 1. If winning parties to adapt, you better be prepared to adapt. - Scotty Bowman, coach of the victorious history of the NHL If history has proven anything is that the winners are the adapters. Evolution itself is based on the idea, and companies, as creatures of nature, must adapt to thrive. There are countless examples of successful companies bucking expectations and deliver real benefits of adaptation. The Solution Over time, your company grows or refuse to give more emphasis to adapt new technologies, new challenges and explore new opportunities to reduce costs and improve performance through automation. A system that suits the way we will save your organization money, time, and a good dose of frustration. Life would be easier if you know what changes come nine months earlier, but new problems can arise almost overnight, if you need a system that adapts rapidly to its control, and at a reasonable cost. The following paragraphs address this issue in greater depth, focusing on support systems. Configurability is the ideal product begins as a comfortable fit to suit your needs and gives you the freedom to automate business processes as needed. It does not require you to modify your business processes to live within the hard-coded functions. Probe the limits of each potential software solution. Good Question: Can you define custom fields, tables and table relationships? Can you create business rules, workflows, reports and charts? Can you define custom access permissions, or is limited to a predefined set of functions? Tables custom workflow and behave like a native? The product to offer an API for customization and integration with other systems? It is impossible to predict future needs, but flexible software to manage the changes ahead. After adjustment time to choose a solution properly configured to determine the ease of modification. If taken care of dedicated IT staff to modify the product or need to rely on "common sense" of programmers to make the desired changes, may end up waiting longer and pay big bucks for a disappointing result. The best way to know how long it takes to adapt the software to meet their challenges is to observe first-hand during the event - to keep some of their needs in reserve so you can inform the seller about them during the show itself. Ask them to apply while watching, then access the resulting system so you can test the result. A good question is "Can I or my staff have made such changes, or we will rely on expensive consultants ?"____________________________________________________________________________ 2. MAKE IT PERSONAL People want to feel that providers of care and attention to their individual needs. So high-value individuals are assigned "personal bankers, the HMO doctors are taught in an" Apple's marketing and trying to make the whole enterprise seems "personal". This section describes how you can provide personalized service without increasing costs. Learn the basics of the customer's name during the first 10 seconds of a call, then use it immediately after. This technique is obvious and basic but very effective. For example, a call can begin: "Hi, what is your name …»," John, how can I help?" Taking responsibility and oversight. Customer Service that you care and are much happier if they can follow - if only to say "John, sorry, but I have followed with Kathy and can not do this you want. "You can automate this by changing an option as" the necessary supervision, "which automatically reminds staff to follow up with customers and increasing whether they do not. Listen with an open mind. Ask questions and get the facts before proposing a solution. In many cases, the customer must immediately evacuate before it is ready to listen to a solution, especially if the problem is their fault. Remember what you told your client may communicate with several people from various departments of voice, email, chat or online forms. Whatever the format, the information conveyed must be captured and made available to the following interaction, so it should not be repeated. You can accomplish this through the web forms for each type of interaction, integration with email and chat, by capturing these interactions in a central database, with access controlled through specific security permissions . Immediately recognize the configuration of your system to generate an immediate response to incoming email with a tracking number that can be used in future communications, you know your client "I'm listening." It costs nothing and improves the efficiency of future communications. Meeting SLA The only way to ensure that your company complies with its promises of service level is in process automation. The infrastructure software required to monitor the activity, notify the right people to ensure compliance with SLA requirements and aggravate the problems before you are out of compliance. Automatically ensure that promises are kept, not only obscures his reputation, to save time and money. ____________________________________________________________________________ 3. MEASURING good things "There are lies, damned lies and statistics" - Benjamin Disraeli statistics reflecting the wrong metrics can lead to worse decisions. The danger is illustrated by the following real life example. Joe will close 15 times a day, while Marie has managed 7. Who should receive a promotion? Fortunately, Mary received a promotion and Joe fired. Although it would close more than twice as many tickets, it was not actually solve customer problems and over 80% of them had to reapply. This came to light when the helpline manager to establish a CRM system that monitor customer satisfaction each support representative. Indeed, it was then felt that Joe had cost the company $ 250,000 in lost customers. That does not measure, you must measure the right things. ____________________________________________________________________________ 4. Hiring the right employees, by far the most effective way to be a great coach is to hire great employees. Of course, the problem is to find some candidates in a great sea of CV, so that is what this section is about: a process for finding employees that are more efficient and less time than the traditional process. But first, let's clear a couple of myths. Myth 1: The interviews are effective. The exact number depends on the researcher, but researchers have found that typical rates of accuracy are interviewed only 30% better than random selection. Moreover, almost no correlation between someone who thinks about how they will be interviewing and what is its effectiveness. If you have never hired an employee of Dudley, congratulations! If you, read on. Myth 2: When talking about the benchmarks and evaluation of past experiences can help you make the right decision. Not only are many employers are afraid of lawsuits for giving bad references, some even offer excellent references to help get rid of problem employees. In general, the only thing harder than finding a good employee is to find a bad reference. Previous experience is an excellent indicator of the employees in the amount of money you want, but a poor indicator of how they actually achieve. Of course, interviews, background checks and reference are an essential part of the recruitment process, but should not be the only criterion. Here is a more efficient process: • Create customized Web forms for each job and set up business rules to prioritize and / or self-rejection of the candidates on the basis of the information contained in this form. For example, you may be asked to take a quick online test and are the result of its implementation. Appropriate standards can remove 70-90% of candidates without any effort on your part. • Conduct a telephone interview with ten minutes remaining candidates and ask them to pass an aptitude test online for this specific post. They do not consider applicants who score in the 10-20% higher depending on the position. • At this point we have eliminated approximately 95% of applicants and can afford to schedule interviews in person to the other with each team member. • Only hire candidates who meet the buy-in unanimously by the members of the team. Immediately a job depends on reference, credit and criminal records. Do not keep waiting or another employer in May step in disciplined automated selection process, not only can free up your time and be sure to find the best possible candidate, is objective and can be verified to prove the absence of bias. ____________________________________________________________________________ 5. Be proactive in providing active support they need to identify and resolve problems before they become problems. This section describes how you can get warning signs of pending problems and either resolve in advance or reduce the severity of a disaster to a minor blip. Before answering the question of where he was asked and answered by a customer, why not make it available to everyone else? Provide a FAQ on its website so customers can get answers to common questions 24 / 7 without even asking their staff. The FAQ should be closely integrated with the ticketing system so you can publish the best answer to another question with a simple mouse click. Expect the unexpected Even with redundant power, RAID hard drives and ECC memory, a given server will ultimately fail. If you host your support network, implement hotswap redundant servers and the service is automatically transferred to another server. If you use a SaaS service, check their SLA guarantees 99. 5 +% of the time, backed by a guarantee of repayment. An SLA which provides only a prorated refund is useless. No matter how carefully their own product testing and infrastructure have problems. Develop monitoring and automatically notify customers of the critical problems in other areas of its production facilities, before calling. When possible, include the decision of the ETA. Early warnings of changes that you have the right number of staff to cope with a changing flow of new issues. Do not just follow the number of open questions, to know the rate of new entrants with a panel a week. Plan an avalanche of new problems when launching a new product. Address issues with representatives of the service order may attempt to inflate their closure rate by selecting the files easier to work. This situation affects both clients and other agents. Usar la ronda de asignación de turnos o de habilidades de asignación basado en de cada número a un individuo en vez de dejarlo en una piscina. Make it easy for staff to open and work on the following question on his tail. Improved staff morale customer support is a difficult task at best of times and even more frustrating is having to answer questions at the same time and again. Allow customers to self-register and submit problem reports or requests on site 24 / 7, freeing staff from manual data entry. For customers who use or have problems, create a library of standard solutions that can import your staff on the ticket. This saves time, helps prevent errors. Anticipating change in the personnel staff vacation, sick leave and changes should be transparent to customers. Make sure your support system supports the rapid reconstruction and employment issues can automatically reassign the issues that have been inactive for a long time. Survey your customers are looking for information on the support of their interactions. Apply surveys emerging clients on the basis of "types of questions" to stratify the data. You can find out what is a product that the customer does not like, why was canceled, etc. ____________________________________________________________________________ 6. BECOME A PROFIT CENTER The best way to justify a larger budget is to generate more revenue, and support an excellent position to do just that - customers call support far more often they call the sales department . Here are some simple steps to help you seize this opportunity. • Review and discuss the notes they could be addressed by other goods and services offered by your company. • Gather information on the forms for submission of entries will tell you that customers are good prospects for other products. • Train staff on how to sell to your customers and encourages them to do so, as the sellers. • Coordinate with sales. Do you want the active support, not a turf war. • directly measure the monetary value of support staff to sell and assign a value to new tracks and other intangibles. Use these figures to make a stronger case for the support organization. • Do not forget support staff baseline! The first priority must be fully and promptly respond to customer concerns before considering selling. • Use live chat to the rapid change in billing for common problems, such as updated credit card, address changes, and send questions. Live chat can reduce the drop box and cross-sell other products. • use specific links, or any other separate identification in communications with customers to determine when support staff to generate a release for sale. ____________________________________________________________________________ 7. Using the wisdom of their users to facilitate communication between its users can significantly offset the burden on first responders. An effective support organization uses all available resources and seeks to balance the load support as efficiently as possible. For most organizations, this means assigning tasks appropriately to staff, but forget to use the vast reservoir of knowledge and work that exists in the user base. • Provides a central location, the public is very frequently used forum for discussion and communication among users. Integrate as far as possible with its existing infrastructure to simplify the user experience. • Encourage users to visit the forum, an additional line of support. Users can post questions and collaborate online 24 / 7, even outside working hours. • Ask your staff to scan the forums regularly to get a sense of common problems, email solutions faster, and to see what our customers to design solutions. Using the wisdom of its users reinforces the basic message of the seven secrets, urging you to get the best of what you have. Every secret to use provides real benefits: Be flexible, it personal to increase customer satisfaction, measuring the right things to accurately reflect how your organization, saving time through automation and process control The hiring good to be proactive to stay ahead of the surprises, become a profit center to increase resources and harness the energy of mind of people when using the wisdom of its users. Have your own ideas on how to best manage a support organization? Let us know in the forums EnterpriseWizard !____________________________________________________________________________ comprehensive product information and demos and free CRM software downloads are available at http://www. enterprisewizard. com. The white papers on software to manage customer relationships are available at http://www. enterprisewizard. com / white. htm. Please read our case studies at http://www. enterprisewizard. com / success. htm to read about the success of our customers with software for managing customer relationships. ____________________________________________________________________________ ON ENTERPISEWIZARD INC.: Headquartered in Silicon Valley and resellers worldwide, EnterpriseWizard, Inc. is the leading provider of powerful, affordable and easily deployed 100% web-based business process automation (BPA) solutions for organizations of all sizes. Our company has attracted customers from industries with very different needs, ranging from start-ups to Fortune 500 companies such as Chevron, Merrill Lynch, and NEC since it was founded in 1991. Based on its award winning predecessor SupportWizard, EnterpriseWizard CRM is a top-rated outside the J2EE solution for issue tracking box, helpdesk, customer support, sales, email and marketing automation. Organizations can not afford to get started quickly with its default templates, and easy to improve and extend the application through an intuitive browser-based interface. Clients have adapted the system for Sarbanes-Oxley and government regulation, project and time management, change management, and other specialized applications.
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