The Key to Building Customer Loyalty is Investing in Your Employees

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:: By Anna Convery, OpenSpan ::


Happy and knowledgeable employees keep customers happy.

Customers ultimately want positive experiences and companies that recognize that customer experience is king, can competitively differentiate their organization. Positive customer experiences are made or broken by employees at every level, but especially the customer service agents who are on the frontline.

When companies equip their agents with the right technology and company training so employees can act as brand ambassadors, they set them up for success. The challenge, is continuously training and engaging current and new employees.

Let’s look at the three ways company leaders can invest in their employees in order to boost customer satisfaction and loyalty.

1. Simplify Processes and Technologies

In today’s omnichannel world, employees are required to interact with several systems to do their jobs. Customer data for example, is usually stored in multiple locations – CRM, billing, inventory, etc. – and customer interactions can take place on the phone, email and online instant messaging. It can be difficult for service agents to have a seamless experience with customers when they are faced with managing multiple applications (sometimes as many as 14) just to locate the entirety of a customer’s information and interaction history, causing longer call handle times that can negatively impact customers and the employees. Having to interact with all of these various systems puts a burden on the employee that takes away from their ability to do their job well. More importantly it can hinder them from delivering the level of customer experience that your customer expects. Companies should implement a 360-degree view of the customer that streamlines service processes by integrating legacy systems together and aggregating all critical customer data into a simple consolidated view.

2. Focus on Training

Today, customers really only want to interact with one person for all their needs. As such, employees need to be broader players instead of the niche specialists they have been, so that they can serve all their customers’ needs from beginning to end. To propel these new skills, company leaders need to make training and education a company focus. One of the best practices being deployed for employee training, is what we like to call the “flip.” This is what happens when companies flip the traditional classroom experience and allow employees to bring their real life experiences and best practices to the fore, be the teachers and be an integral part of the training program. By cross training colleagues and making employees subject matter experts, organizations are able to cover more ground and make the training process more fun, interactive and engaging.

3. Increase Employee Engagement

There’s no doubt that engaged employees are better employees, proven to interact better with customers and drive sales. In fact, a study of 64 organziations from Kenexa, revealed that companies with highly engaged employees achieve twice the annual net income of organization whose employees lag behind on engagement. Improving employee engagement can be challenging for any organization, but the key is taking it one step at a time. The first step to improve employee engagement is understanding how employees work and what factors support or detract from their engagement levels. For example, using employee desktop data can help you gain insight into whether employees are having a difficult time navigating desktop applications or performing prescribed processes. From there, companies can improve those obstacles accordingly to simplify them for employee, saving them time and enhancing the customer experience.

Above all, employees only service customers in the best way they can, so it’s important for companies to raise the bar and ensure that their employees can in fact do their best. When companies remove barriers and streamline processes, employees can deliver exceptional service. Make sure employees are highly engaged and well trained to handle all requests so they can serve the customer from beginning to end, and aren’t forced to work with fragmented systems and applications. By addressing these key areas, companies can create world-class customer experiences that grow customer profitability and strengthen loyalty.


Anna Convery is the chief marketing officer and executive vice president of strategy for OpenSpan, where she oversees the company’s global market development and strategic growth. Anna has more than 25 years’ experience in enterprise technology, helping FORTUNE 500 companies drive operational and financial excellence leveraging technology innovation to deliver world-class customer experience.

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9 comments

check out 02-12-2016 12:05 PM

Simply great.. I loved it

ThomasK 02-12-2016 6:00 PM

Great Article!  Unfortunately some Globally owned US companies, must kiss a.. to foreign ownership, plus East Coast Micro-Management of West Coast operations and maintain Corporate profits, at all costs.  To hell with Employees having any input, marketing ideas or a merit system forambitious soulls to earn higher wages!  Profits before People!

RirisR 02-12-2016 9:06 PM

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Trang diem 02-12-2016 11:50 PM

Above all, employees only service customers in the best way they can, so it’s important for companies to raise the bar and ensure that their employees can in fact do their best

Showbox 02-13-2016 12:49 PM

You first need to determine the amount of its own resources to the successful implementation of current program did not lead to loss of quality of service. Otherwise "good intentions" can lead to the loss of reputation in the market.

Modern information resources contain a vast amount of information about how loyalty in General and about specific programmes and the temptation to use a ready option is great. Remember the saying: "What Russian well, the German death". It is essential to understand that you need it for your business. Perhaps the most promising direction for development at this stage is to increase not quantitative, but qualitative indicators.

cool whatsapp status 02-14-2016 5:07 PM

this article and discussion about its concept is really awesome. Great work

Showbox 02-16-2016 8:27 AM

You first need to determine the amount of its own resources to the successful implementation of current program did not lead to loss of quality of service. Otherwise "good intentions" can lead to the loss of reputation in the market.

Modern information resources contain a vast amount of information about how loyalty in General and about specific programmes and the temptation to use a ready option is great. Remember the saying: "What Russian well, the German death". It is essential to understand that you need it for your business. Perhaps the most promising direction for development at this stage is to increase not quantitative, but qualitative indicators.

Web.com Deals 04-20-2016 12:41 AM

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JulieGrace 04-21-2016 11:58 PM

This is one of the best resources I have seen in a long time. Posted to our non-fiction marketing blog, letting them know to substitute book sales for traffic. While it is great for blog traffic, the ideas work beyond blogging for writing book descriptions or sales pages also. Thank you for putting this together!

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