Have you ever had a bad-tasting dish that caused you an aversion to that food altogether? But quite often, you can’t put your finger on that one ingredient that ruined the taste of the whole dish. It becomes nearly impossible to figure out what caused that food aversion.
Just like that, a well-set plate of an exquisite-looking dish cannot be credited as delectable if all ingredients don’t compliment each other well. Even if one of them is bad tasting, the customer will lose his appetite for the dish. Your Customer Support (CS) team is just like that. All of the individual ingredients must be flavorful so that, in the end, a delicious dish could be presented.
But don’t worry! There are several metrics to measure your team and assess the overall performance of everyone in the team. You can detect where there’s a need for improvement or which individual is putting in a complete effort and is dedicated to offering exceptional customer service.
But first, you must create certain standards by employing performance metrics. So, take the help of the following nine metrics to measure customer support team performance and then enhance it to make your customers’ experience a memorable one.
Average Resolution Time
One method of evaluating how well the customer service representatives are performing is to record the average time it takes for them to resolve a customer complaint permanently.
This is an accurate measure of productivity, as this metric determines whether the agent is good at resolving customer complaints and can deal with them quicker rather than building on to the problem and dragging it for longer.
Just follow this formula to reckon the Average Resolution Time (ART)
ART = (Total Reply Time) / (Total Number of Requests)
The volume of Requests Handled
First, you would want to know the total of some of the requests that were addressed to your agents in a given period. This way, you can assess the workload and work performance of the organization itself. Sadly, its very rare for clients to call to simply say how good everything is, rather, they call when they have an issue or complaint that needs to be addressed so having an idea of the volume of calls being handled by each agent is critical in resource planning.
So, to appraise the performance of the customer service agents, you must keep track of how many requests are correctly addressed and how productive your agents have been. The higher this number, the more efficient and diligent your agents will be.
Conversation Reply Speed
Ask yourself this question: after how long did my agent respond to the follow-up questions raised by the customer? The speed at which the customer service representative responds to any sequential concerns presented by the customer after the initial response determines the productivity and performance of the agent.
If you take too long to respond, the customer would get annoyed and probably leave a bad review or would no longer engage in business with you.
Requests escalated to Higher-Ups.
This is an important metric that you keep track of. If a request is escalated to a superior, then it means that the agent has failed to address the concerns of the customer. You may believe that this is the endpoint that every customer service agent should dread and avoid at all costs.
So, this metric precisely determines if a representative is good at his job or not. The higher the number of these requests, the more probable it is that the agent isn’t qualified or competent enough to cater to customers’ requests or needs.
Number of Complaints Regarding a Customer Service Representative
It is highly likely that a single individual is unable to entertain the concern of customers. Some people are just not naturally drawn towards resolving customers’ issues, and this can gravely affect their performance. Look to your customer satisfaction surveys for this information and then make a plan.
So, by evaluating this metric, you can judge whether an individual is cut out for this job and is he/she is able to address customers’ issues properly or not.
Time Taken to Offer Initial Response
If you aim to offer the best customer service, you must keep a meticulous record of your initial response time. The higher this number goes, the more irritated the customers will get.
Representatives must be on their toes when it comes to addressing customers’ concerns. The customers must be instantly put through to the right person or the respective department through tools like skill-based routing, so they don’t have to wait unnecessarily.
Customer Service Rating
This metric is the best indicator of how well your individual customer rep’s performance has been. This number shows how the customers viewed and marked the performance of the agent. This rating can be garnered by customer feedback, comments, or the star rating.
Sales made after Contact
The objective of the customer service team should be to address customers’ concerns so they are satisfied with the product or service and continue to increase the sales of the organization.
So, if the agents are performing well, or are providing related cross-sells or upsells of the product, then the sales would increase, and more revenue will be generated. So, this metric takes effective customer service as a determinant that affects sales. Consider these sales as a good indicator or tool to measure your customer success team.
Rate of Successful Resolutions
This rate is a major defining factor in the performance of each customer service agent. This rate shows how well individuals have performed and how successful they have been in resolving customer complaints and issues. Having an agent who doesn’t handle many requests but has a significantly high successful resolution rate is worth having in the team.
You can calculate it by employing the formula:
Resolution Rate= (Resolved requests) / (Support Requests)
You can only deliver exceptional customer service if you know exactly what your customers are expecting from you, and you don’t have to be a mind-reader for that. Stay close to your customers and make them feel heard and valued. Just track the above-mentioned metrics periodically, and this way, you’d be able to appraise the performance of your customer service agents and the experience offered to your customers.