Posts Tagged ‘Training’

There’s Always Room for Improvement – the WOW! Way

Two weeks ago, the entire leadership team of WOW! gathered for our annual conference.  It’s a 2-day offsite event, that keeps the world at bay and our attention focused inward.  This is a time to review our progress against this year’s goals, discuss key business strategies for the future, build on our relationships with each other, and work on our own development as people and as effective leaders.

Some might scoff at the time and expense we invest in these annual gatherings.  I beg to differ – not because I attend and feel a need to justify it to outsiders – au contraire!  This gathering has a significant impact on keeping the leadership team connected to each other and connected to our short term and long term goals.  It also serves, via the development segment, to keep us challenged in our roles and focused on ‘sharpening the saw’ as Steven R. Covey put it in his book The Seven Habits of Highly Effective People.  While it would not be appropriate for me to talk about business strategies (sorry!), here’s a little summary of what we did for our development work this year: 

In April and May, the leadership team went through a 360 feedback process.  This is a tool for gathering feedback from direct-report employees, peers, internal customers and ‘the boss.’ It provides results on how they perceive your effectiveness in 29 areas of leadership behavior.  Results can be encouraging, disappointing, and even downright frightening if you aren’t prepared to use it the way it is meant to be used… as a tool for your development.  In reality, there’s no such thing as bad results on a 360 chart.  The only bad thing that can come of it is if you don’t use the feedback to work on getting better.

In May we all received our individual results along with some professional coaching.   In June, in the morning of our development day, we shared our charts and our coaching results with the six or seven other managers who sat at our tables.  This is almost unheard of in other organizations.  360 feedback is generally confidential.  But how can we be accountable for our results if we don’t acknowledge them?  In fact, it was difficult to own our shortcomings and toot our horns at our own strengths, but we did it.  As it turns out, it was good practice for the afternoon.  In the afternoon we sat with our regional or functional leadership teams: Ohio people sat together, Indiana people sat together, I.T. people sat together and so on.  This time we shared our results with people who work with us everyday, almost all of whom contributed to the feedback reflected on our 360 charts.  It was emotionally difficult, but well worth the effort.  After all, we were on the same playing field (humility and vulnerability are great equalizers), and as a localized team, we are in the best positions to support each other through change.

Finally, each group looked at a 360 chart that showed the combined results of their regional or functional team.  Talk about enlightening!  It was very interesting to see the overall patterns and ‘personality’ of our team as perceived by others.  This picture gave us the opportunity to see where we should focus as a leadership group – to minimize our weaknesses and improve our strengths.  At the group level, our take-away from this exercise is to identify 3 or 4 changes that will most improve our team leadership and then outline what we will do to make these changes happen.  We were all worn out by the end of the day, but at our casual dinner that evening everyone talked about what a powerful and meaningful experience it was.

WOW!’s annual Leadership Conference is always more work than fun, but the end result is a more capable, cohesive leadership team.

A Day in the Life of a WOW! Credit and Collections Specialist

Steve -  Credit and Collections Specialist

Steve - Credit and Collections Specialist

  Today I bring you a very difficult job, here at WOW!.  This is the job of the Credit and Collection Specialist. No one wants to hear that they are behind on their payments or possibly too embarrassed to admit it.  The economy is hard enough on individuals as it is.  The Credit and Collection Specialist job is to make arrangements for payments or to collect on past due balances.  This involves a great amount of tact as well as patience. Below is a small part of their day-to-day life:

• Contacts assigned customers on outbound calls to arrange payment of past due account balances.
• Accepts inbound calls from WOW customers to arrange payments.
• Follows credit & collections processes and procedures and negotiates payment terms within policies.
• Refers special credit arrangements, escalations, and high-level problematic accounts to Manager for resolution.
• Coordinates with other departments on credit, collections and customer issues as needed.
• Performs all other duties as assigned by manager

  One of our highly respected Credit and Collections Specialist, Steve, was nice enough to spend a little time answering the following questions for me:

•         Tell me what a typical day in the life of WOW! Credit and Collection Specialist is like?

Steve – Most of our customers are in the Eastern time zone, so when we open up here at 6:00 AM Mountain time, we’ve usually got a lot of people waiting to take advantages of the services we offer. I often think that call centers are like restaurants. Everybody tends to come at the same time. So first thing in the morning we have our, “Breakfast rush.” We spend the first few hours every morning trying to make payment arrangements on the inbound calls as quickly and efficiently as possible. Each rep is assigned to take a shift distributing the voicemails we receive and each of them is assigned a region for the inquires that come to us on line from the Customer Care reps. Once that’s done, we make outbound calls on the delinquent accounts in each region, depending on the days past due and the reps are also required to follow up on the payment arrangements that they’ve set up on a daily basis. If a rep is out, each one has a “Payment Buddy,” who checks their payments for them.  We have three dedicated reps who deal exclusively with the charges for unreturned equipment on disconnected accounts. So, we stay pretty busy back here.

•         What are the tools you have available to do your job?

Steve – We have three tools that are most important to us. The first two are a calendar and calculator. We can set up a payment arrangement up until 64 dpd for the balance on the account, since that will be the past due on day we run it, or for the current past due amount up until 59 dpd. The most important tool we have available to us is the experience each rep brings to the job. We’re lucky in the fact that most of our reps have been with us for quite a while, so it’s unlikely that they’ll run into a situation that they won’t know how to deal with. In addition to setting up payment arrangements, we’re also responsible for reviewing delinquent accounts and educating our customers as to their cycle dates, due dates and the amounts that need to be paid in order to avoid interruption of service.  Systematically, we have developed our own Collections web forms over the past seven years. This software allows us to set up post dated payments in a system that runs the payments automatically from a data base program also developed internally.

•         What’s the most rewarding part of your job?

Steve – The best part of our job is when we can collect the amount due and save the account from going to hard cut. This saves at least one truck roll if they get disconnected and a second one if the services are restarted. It’s just a Win/Win for everyone involved. We often have our customers tell us that that one of the reasons they stay with WOW is that we’ll work with them when nobody else will.

•         What training do you have to go through to do your job?

Steve – I do the training for the new reps that start in Collections. We have a training manual that we go through. However, the most valuable training they get is, “hands on.” They and I will work together as a team on an account. Once they’re ready, I’ll announce to our customer that I’m going to let the new person get some practice while I stand by as a, “Lifeguard.” After all, the only way to learn how to do something is to actually do it. We also have them side jack with the other reps in the Dept., so they can take advantage of each person’s individual techniques and best practices.

•         What’s the most asked question you get from customers?

Steve – The most asked question we get from our customers is how can they can get their services restored and avoid a hard cut when they can’t afford to pay their delinquent account at this time. Now, we’re not miracle workers and we don’t issue Harry Potter magic wands to the collectors. However, we are able to save a great deal of them. (Over 36,000 in 2009).

•         Can a WOW! Credit and Collection Specialist answer other questions about my service?

Steve – We are able to answer other questions about WOW services only minimally. As a rule, due to the extreme work load we deal with pertaining to strictly Collections issues, it tends to be a more efficient use of time and company resources to transfer them to the dept. that deals with these issues on a more frequent basis. Our only 2 responsibilities are to set up post dated payments and charge for unreturned equipment. Collections reps are not trained for tier or sales job process.

 
  Again, this job is hard enough in a good economy let alone how it has been lately.  If you ever have the chance to speak with one of these wonderful people, please remember they are trying to help you, not make your life harder.

 

 –

A Day in the Life of a WOW! Customer Care Associate

Shelley Targett

Shelley - Customer Care Associate

The Day in the life, of a Customer Care Associate, is a hectic and demanding job. This position handles inbound customer calls primarily skilled at billing and cable trouble type calls.
The duties and responsibilities of the Customer Care Associate are:

Provides cable troubleshooting expertise by supporting analog and digital video equipment to include VOD ( Video On Demand), interactive guide, remote controls, and parental controls.
Troubleshoots poor video quality and unavailable channels the customer expects to receive.
Processes billing payments.
Provides information and answers questions on billing cycles, payment due dates and the impact of non-pay status.
Accurately educates the customer on general charges to their account based on package and proration when changes are made to the package.
Proactively analyzes the customer’s account, and educates the customer on other services that might be of interest.
 

I was fortunate enough to catch one of our Customer Care Associate, Shelley, during her busy schedule. She was nice enough to answer the following questions for me:

 Tell me what a typical day in the life of WOW! Tier 1 is like? 

Shelley – A typical day for a Tier 1 is taking billing and service related calls from our customers and providing them with the best customer service experience possible. 

What are the tools you have available to do your job? 

Shelley – We have the best resources available to assist our customers to provide a one call resolution, i.e. portal for policies and procedure to include troubleshooting.  We have training flashes daily and desk drops which notify us of any new changes or updates to the portal.  We also have the Help Line and Tier 3’s who are accessible 24/7 and who are very knowledgeable and willing to help.  My supervisor is always available to assist me when needed.

 What is the most rewarding part of your job? 

Shelley – I feel the most rewarding part of my job is giving 110% on every call to assist the customer and to provide a customer experience that is second to none. It’s an awesome feeling when the customer calls in very frustrated with a billing or service related issue to see how happy they are when I can provide the correct answers and to actually fix their issue after using all my available resources.  

What type of training is provided to be effective at your job? 

Shelley – When I first came to WOW, as with all new employees we are provided with extensive training by our training department to ensure once we hit the floor we are well prepared. This training continues despite our tenure or experience.  We are continuously receiving training through QA’s, training flashes, gap training, or side by side coaching from our Supervisor or the advanced lead representatives. This consistent training truly shows WOW’s commitment to provide our customers with the best customer service experience. 

What is the most asked question you get from customers? 

Shelley – Since I work in the early morning, the most frequent questions I get asked is “Can I get an extension on my bill?” Occasionally I will get the question “What can you do about lowering my bill?”

Can WOW! Tier 1’s answer other questions about my service? 

Shelley – I would like to think I can provide answers to any questions presented by the customers, however, tier one’s have a limited job description such as answering billing questions and assisting with video issues. We can and will answers a variety of policies and procedure questions if needed.

 The physical demands, of a Customer Care Associate, are not as high as the mental strain they go through on a daily basis. These individuals handle a high volume of calls from different states. Please be patient with these wonderful people. They are here to help you and make your WOW! experience as pleasant as possible.

A Day in the Life of WOW! Field Technician

Silverman_Mark

Mark - Field Tecnician

 This week s “Day in the Life” comes from one of our Field Technicians.  The Field Technician do a variety of jobs besides the usual install or trouble call.  They are also proficient in sales and retention.  I was able to get some questions answered by one of our technicians, Mark.  Below is his reply:

  • Tell me what a typical day in the life of WOW! Technician is like?

Mark – The daily life of a WOW! Technician is as unpredictable as the local weather report. It all begins with the journey to the first job in your respective route. The day comes to its conclusion following many hours of troubleshooting and repair. However, a typical day is a rarity. The primary consistency in the daily routine of a WOW! Technician is simply the variation of install and service appointments that are present on a daily basis.

  • What are the tools you have available to do your job?

Mark – There is a wide-ranging assortment of tools that are necessary to complete an entire shift as a WOW! Technician. These tools include but are not limited to: Wrenches, screwdrivers, pliers, cutters, cable strippers, crimp tool and a drill. If any one of these tools is missing, an unpredictable day with many surprises just became that much more difficult. There are additional tools that are used at times, but the tools listed above are the most commonly used.

  • What’s the most rewarding part of your job?

Mark – The most rewarding part of being a WOW! Technician is seeing the look on our customer’s faces after their services have been repaired or restored.  Presenting our customer’s with the highest level of service and verifying that there services are performing to company standards represents its own reward. There really is no greater thrill.

  • What training do you have to go through to do your job?

Mark – The training that is required for a WOW! technician is an install training class that will typically last approximately two weeks. When skills with our cable services appear to be mastered, an HSD training class is the next step, which usually lasts one day. Phone training is next and that course usually lasts about three days. Service training will be completed when all of the install skills have been established.

  • What’s the most asked question you get from customers?

Mark – It’s not exactly the most ideal question you want to hear, but the most commonly asked question by customers is usually something in the vicinity of, “By the way, can you take a look at another problem I’ve been having?” As WOW! technicians, it’s not something we enjoy hearing, but is something that must be attended to in order for the highest level of service to be maintained that our customer’s deserve.

  • Can WOW! tecnicians answer other questions about my service? 

Mark – WOW! technicians can answer anything a customer wants to know regarding any of their services with WOW!. I personally enjoy customers asking a barometer of questions because communication is vital and these questions may prevent service calls in the future. When it is all said and done at the end of the day, WOW! it was that kind of experience.
The Field Technicians occupation is not only physically demanding but mentally demanding, as well.  Just like the postal system (used to be), these folks are working no matter the temperature or weather conditions.   The quote should be changed to: “Neither rain, nor snow, nor dark of night can keep a WOW! technician from his appointed rounds”

A Day in the Life of WOW! Sales Associate

Randall Tempelaar

Randy - WOW! Sales Associate

To continue in the “Day in the Life” theme , I would like to give a little insight as to what the sales staff at WOW! go through on a daily basis. The Sales staff do not only take inbound sales calls and just set up service. Their job is a little more complex than you would expect. Below is a brief job description of a sales associate at WOW!:

• Field inbound calls from customers/potential customers interested in WOW! service.  Follow the sales process to maximize sales potential.
• Accurately access customer’s needs and issues to recommend the features, benefits and value of WOW!’s product offerings specific to this customer.
• Meet or exceed company expectations with regard to calls per hour, closing ratio and talk/handle time.
• Schedule customer installation appointments in compliance with company standards.
• Discuss complex installation procedures to recognize and effectively escalate issues to the appropriate department.
• Collect appropriate data from the customer in order to accurately process an order
• Effectively record all customer contact to provide insight to company policies and procedures.
• Maintain knowledge of current procedures, packages, and policies.

I was able to sit down with one of the Sales associates, Randy, and asked him a few questions about his daily activities:

• 1. Tell me what a typical day in the life of WOW! Sales person is like?

Randy – A typical day would normally include, checking our cancelled orders, logging in, taking inbound calls, enjoying lunch, calling outbound for 1 hour, then taking more inbound calls. This can sometimes be interrupted by special project time where we coach our peers or team meetings.

• 2. What are the tools you have available to do your job?

Randy – For sales, we have access to a variety of internal support articles and help line representatives to provide us with all the correct process information. We also have a “What’s the Catch” webpage designed to give us specific information about competitors and their offers, so we can provide customers with the best deals according to their needs.

• 3. What’s the most rewarding part of your job?

Randy – The most rewarding part of the job is relationships we build with both our peers and supervisors. It’s a very comfortable place to work and it’s easy to succeed if you try your best all the time.

• 4. What training do you have to go through to do your job?

Randy – About 90% of the training we go through is about process; basically, following the rules and learning new procedures. When new products or specials are launched, or when a new process is implemented, we will usually have a training class teaching us how to intertwine the new processes with the old processes.

• 5. What’s the most asked question you get on the phone by customers? 

Randy – Most phone calls follow a pretty “set” pattern. The two questions I get asked the most are “Do you guys have DVRs?” and “Do you guys provide service in my area yet?” For the record, yes, we do carry DVRs.

• 6. Can WOW! sales people answer other questions about my service? 

Randy – WOW! sales representatives can answer almost any question regarding what services are in each available package, how much it costs, how long the rate is good for, and that what is involved with installing the services. Some representatives also have a very strong understanding about networking, equipment, programming, competitors and billing.

Again, the day in the life of a Sales Associate involves a great deal of of product knowledge and interpersonal skills. These asscociates are here to help you the best they can and ensure you have the best possible package that suits you, the customer.