Customer Service

Today’s customer service is way too transactional.  Companies expect you to scroll through a bunch of drop down boxes, narrow down your topic and then read through a frequently asked questions page to “resolve” your issue.  Is that really any way to treat a current, future or soon to be past customer?  A company’s revenue stream?  A company’s lifeblood?  I think not.  We are faced with customer service scenarios many times a day…some good impressions but most abysmal.  Yet some companies get it right every time.  How do they do that?  I think the answer is simple but first, let me share a few of my own recent examples.

 My realtor, Morgan Davis, hosts a referral party every year…15 years strong at this point.  This is a party where those that have bought, sold, referred or just because, get invited to an evening event with fun, frolic and good food.  Each year has a different theme..  This year’s theme was cowboy.  Given that Morgan is from Texas, I wonder what took him so long to come up with that theme?!  Nonetheless, he always chooses great venues, usually one that I am not familiar with.   This years was at Urban Pine.  Basically Texas dropped in the middle of eastside Portland!  On arrival, you were given a cowboy hat and vest, if you wanted.  You then caroused over to the open bar.  You were greeted by black-clad servers hauling around, nothing less than Texas toast with pimiento cheese.  The movie, The Good, Bad and Ugly was playing on two TVs, there was a photo booth (so  much fun) and a fabulous buffet.  Then a comedic skit was done and finally Morgan thanked everyone and recognized two separate people for their outstanding efforts on his behalf.  All in all a great night, that definitely solidifies that Morgan VALUES his customers.

 This party is on top of what he regularly does such as monthly perks, a referral guide and he  even stepped in when he recommended a contractor to me that failed miserably.  Morgan found another contractor and then paid for that portion of the project!!!  Wow!!

 Let’s now flip to the not so good side.  I recently upgraded my phone with Verizon.  I have been a customer for 10 years.  I spent an hour on the phone with the customer service rep.  Got my phone, loved it.  Part deux…I receive my bill and low and behold it is completely different from what she told me it would be.  When I called customer service and spent ANOTHER hour on the phone, he basically told me that the previous rep had misinformed me and he was sorry, but this is what it was.  Can we say DECEPTION!  I requested a supervisor and was told he would call me within 24 hours…can you guess it…no call yet….  Is that really how you want to treat a customer of 10 years that you are making money from each month???  Hmm, makes you wonder.

 So what can companies do to address this abysmal trend of lousy service?  Like most things, it comes from the top and needs to be pervasive in everything the company does…look at Zappos for example….the website, the policies and the interactions with the customer service reps, all scream, YOU, the CUSTOMER, are the most important thing.  But you don’t have to be big like Zappos to offer great customer service..  As a matter of fact, smile at your co-worker, offer to get something done for them and you have just provided great service.  It really is pretty simple.  But until most companies learn this, hats off to you, Morgan Davis and team and the few other companies that really get how important customer service really is.

10K

Yesterday I ran my first 10k race.  Even though I have been running 10k practice runs for a while, there is something heart-pumping about running during a race.  First of all, the conditions are not usually ideal given that you are up at the crack of dawn and running immediately.  Although, that is what I do during the work week, on Saturdays, I like to be a little more relaxed about when I run.  I usually have my coffee, cull through my emails, dilly dally a little bit and then run.

Also, race day almost always guarantees I will be running a faster pace–which is a good thing!  My competitive spirit jumps to the forefront when I am surrounded by other runners suffering just like me!  I like to end my runs with a sprint, but with the faster overall pace, it makes sprinting much more challenging.

I always know I have had a good race when at the end, I want to sign up for another race.  That is exactly what I felt after yesterday’s race.  I felt really strong during the race and knew that my consistent training had paid off.  Of course, runs in the winter in the Pacific Northwest almost always guarantee wet running and I am not sure I am up for that.  So, I think I will keep training and sign up for a 15k in the spring.  Any takers?

Who’s Leading Innovation

The October issue of “Chief Learning Officer” contained an interesting article on the elusive skill of driving innovation.  The authors cite a DDI/Luma Institute survey and found data that leaders are challenged to:

  • “Inspire curiosity
  • Challenge current perspectives
  • Create freedom
  • Drive discipline.”

What is interesting is that everyone wants the next “great” idea but so often our corporate environments are all about cutting costs, doing it faster and avoiding risks at all costs.  And heaven-forbid that we are blamed for a bad idea and lose our jobs!  Yet, what really differentiates us in the world marketplace, I think, is that we are a country that values creativity and risk and the next great idea.  So leaders’ biggest challenge is to create a safe, yet innovative, environment where employees feel empowered to take risks and suggest the next outlandish “thing.”

Read the full article here.

Personal Learning Environments

“Surfing the Internet has become everyone’s favored solution for resolving information challenges large and small.”

There has been a shift from formal to informal learning in the corporate training landscape.  Granted, there are still topics that demand formal learning such as compliance and safety issues, but more and more learning is happening on the job, informally driven by the employee.  Employees now have a wealth of information at their fingertips with the internet, social networking sites and collaboration with peers.  Formal learning does not always allow the learner to apply the knowledge to their job immediately, thereby decreasing retention of knowledge.  Usually with informal learning the learner applies the knowledge right away (by answering a customer’s question, following a process etc.). 

Given the growth of social networking, the internet and other technologies, there has been an explosion of Personal Learning Environments (PLE).  These PLEs include both formal and informal learning and allow the learner to be in charge of the needed knowledge.  PLEs “are highly personalized portals that employ filtering technologies to recognize individual users and their preferences and provide them with highly customized experiences.”  PLEs are a perfect solution to being able to offer different content to different audiences.  For example, when addressing the training needs of the novice vs. intermediate vs. expert employee; potentially a novice needs full blown training while an expert only needs to access a performance support piece.

Given the movement from a very structured, planned training event to a more fluid model driven by the learner, Dr. Sivasailam “Thiagi” Thiagarajan has created the Four-Door Model where the “four doors” represent four different areas or components of the learning environment: 1) The Library, 2) The Playground, 3) The Café and 4) The Evaluation Center. The Library contains the content of the course or module—the information required to master the learning objectives and to successfully complete the final performance test. It typically contains pre-built or existing content, such as videos, documents, slide shows, photos, and audio files. Anything that contains meaningful content and could be put on the Web is used. Learners are invited to study the content in any way they prefer. The Playground contains fast-paced frame-games that provide practice in recalling and applying the content from the library. These games help increase fluency. The frame-games typically require the learner to type or choose short answers. Learners can play each frame game repeatedly at up to three levels of difficulty. The Café contains social learning activities. A good example is the open-question game which uses open-ended questions to encourage the learner to reflect on the content presented in the library. Learners respond to each question by typing an answer in a text box. When complete, the learner can review the answers given by experts and fellow participants. The café may also include other social-learning components such as wikis, blogs, message boards, etc. Facebook and LinkedIn groups would fall under this category. The Evaluation Center is simply the test center. It contains the performance test. Ideally, instead of using multiple-choice questions, the evaluation asks the learner to complete or participate in an actual job-related assignment.

The learner controls their learning path when instruction is a non linear experience. Allow learners to figure things out on their own and  still establish metrics for success. This flexibility allows every employee to jump into the training at their own place.  For example, a new employee versus and experienced employee has very different learning needs and would use the Four Doors very differently.

 

What it Takes to Build a Team

Team?  What is it really?  There are thousands of articles, books, seminars and courses on team but Talent Management (August 2012) has a great article of what it really takes.  Anderson argues that “high-performance teams regularly challenge each other for their best thinking.”  How often have you seen that everyone goes with the flow or is afraid of asking a tough question?  Afterall, if you ask a tough question and your team-mate cannot answer it, you run the risk of making them look stupid or incompetent.  So how do you ask the tough questions without putting people on the defensive?

Anderson states that the first step is to change the rewards and recognition.  “To build any team, members must understand what’s in it for them and be able to tie that to their own rewards and recognition.  Once they are convinced their own needs are going to be met, most can begin to think more as “we” rather than I.'”  The next step is to work in facilitated dialogue sessions.  In these session shared goals are identified.  There also must be a thought and action shift (and lots of trust) to move to the next phase.  We are talking about a serious cultural shift in the way teams, and companies, do business.  Ultimately, “teaming in new ways, collaborating across organizational boundaries and sharing resources in new ways”  are the path to nirvana when it comes to the future of teamwork. 

Check out the article and tell me what you think!

How to Boost Employee Career Satisfaction

An article is this month’s Talent Management caught my eye.  Probably because employee satisfaction is at the top of my mind right now since someone I recently sat down with to do some career coaching asked me, “I am 60% satisfied with my job.  Is that enough?”  First of all, being able to distill it to such an exact percentage was impressive to me.  But more importantly, was the fact that he was willing to settle…in other words being 40% dissatisfied is okay.  But is it really?  And how much can we change or put up with depending on what is truly important to us?  Granted, humans are adaptable creatures, but the ever elusive “happiness” can really make or break the experience, as well as, what we are willing to do to get it.

Taylor’s article states that “employees want to be informed about goals and expectations and how their roles fit within them.”  Obviously if employees feel like they know what they are “shooting for” and feel that the work they are required to get there uses their skills and abilities and is truly interesting to them, you bet they will help leadership get to the end goal!  Taylor suggests there are nine ways companies can boost career satisfaction:

  • “Place people in the right roles according to strengths, skills and interests.
  • Tap into talent in the cloud.
  • Use a pool of pre-screened, reliable talent.
  • Create an employee loan initiative.
  • Cross-skill people so they can use different skills on demand.
  • Create a dedicated pool of flexible, just-in-time talent.
  • Create a demand-driven talent marketplace.
  • Restructure work in terms of smaller, discrete, skill-based projects.
  • Define jobs more broadly.”

Read the full article to get more detail on the bullet points and then drop me a line and tell me what you think.  I am pretty sure you will agree, if companies tried some of these strategies, 40% dissatisfaction wouldn’t even be in the picture!

Who Should Choose What Employees Learn?

The August 2012 Chief Learning Officer has an article near and dear to my heart.  I have mentioned before that learning is moving away from the centralized, corporate dictatorship to a more learner-driven model.  Randy Emelo’s article reinforces that “internal drivers, such as your own personal desire to learn, rather than external drivers, such as someone telling you what to learn” are taking precedence.  People are taking their experience and “applying new insights immediately to solve problems.”

And guess what?  As a learning leader your job is to help people exchange their knowledge!  Instead of learning folks holding all the knowledge, they are facilitators of making sure employees that know find others that know or need to know.  In other words, “people come together to solve problems.”  In the past (and even the present in many organizations) there is a focus on information management but instead, we need to focus on knowledge management.

The article’s closing thought could not be better said:  “It has been said that many companies hire the smartest people they find and then they treat them like idiots but if we simply give them the opportunity to guide their own learning and their careers, they will produce amazing results.”  Check out the complete article.

Managing Difficult People

It is a fact of corporate life-you will probably have to manage or interact with a difficult person at some time or another.  I love Talent Management Magazine and always seem to find informative articles on a variety of topics.  In this month’s issue, Pelan’s article titled, “Managing Difficult People” has some sound advice.

There is no question that effective communication skills are mandatory when working on teams-especially given that most teams are diverse, global and even virtual, at times.  Pelan argues, “When employees understand their communication style, they can modify and adjust to improve their situational effectiveness.”  There is no doubt in my mind, though, that without the awareness of one’s style and how to adjust the style based on the situation and personality, it is pretty difficult to navigate the slippery slope of a difficult personality.  I highly recommend taking an assessment such as Myers-Briggs or DISC to help you determine your communication style.

Some tips for handling problem personalities:

  • “Recognize the situation and clarify in writing.
  • Define action steps.
  • Use assertive and objective language and use ‘I’ statements.
  • Be prepared to disagree assertively or to state an opinion.
  • Use appropriate body language.”

Check out the entire article to learn more.

Dress for Success Volunteer Appreciation

Tuesday night Dress for Success held their volunteer appreciation event.  This is an organization I have volunteered at for 14 years.  The difference this group makes to women’s lives in outstanding (and sometimes truly unbelievable).  I have heard and witnessed countless lives changed by what we do as a united group.  Unfortunately I missed the event because of a lovely migraine but Dress for Success is one of my top priorities for where I spend my energy and time.  Consider volunteering or making a donation today!

 https://www.facebook.com/DFSOregon

http://www.dressforsuccessoregon.org/1/post/2012/06/volunteer-appreciation.html

What’s Going on in Retail Training

I was recently asked by a client to do some recent on current retail training methodology.  I did a tremendous amount of research and even connected with some old retail buddies to get a sense of what is going on out there.  I will write several posts in the next few weeks, sharing snippets of what I learned.  Comment back if you have additional insight or questions.

According to the National Retail Federation, almost 30 percent of all retail workers are age 30 or younger, and nearly half of them have college degrees. Today’s employees have been immersed in technology almost since birth, and based on their experiences as students and consumers; they have come to expect technology in the workplace as well. The pervasiveness of social media and social computing is a big part of this expectation, as well as, comfort with technology.  These expectations have to be factored in when trying to recruit, retain, motivate and train younger employees.

Many retailers have empowered their employees with the right mix of tools and information, and have invested in mobility solutions that help them answer customer queries, look up price, confirm item availability and know their customers. In-store associates are using handheld applications not only for information, but also for guided selling, check out and replenishment. Retailers have implemented new features for online chat so that associates can perform sales and support activities to better serve their customers during transactions.

Enhanced features in employee touch points have allowed customer service associates to use real-time information to provide product features, benefits, recommendations, product availability and price information.  Enhancing employee efficiency and customer experience are value drivers to implement mobility solutions at the store front. Concerns like security, infrastructure management and integrated solutions have been the primary reasons for slower adoption of mobility solutions. At the same time, improved technology, along with some killer applications to support functions and infrastructure, has helped faster adoption of mobility solutions. A classic example is Apple which took customer service to a new level by adopting mobile solutions for all business functions in their stores.  Apple offers the Genius Bar, free workshops, personal setup, personal pickup and EasyPay; all of this could not happen unless their staff was trained and trained very well.