Showing posts with label Training. Show all posts
Showing posts with label Training. Show all posts

Wednesday, February 22, 2012

Free Training for Veterans

We are excited to announce a new program for our members: with support from the Coalition to Support America's heroes, we are now offering free online training on MyGlassClass.com to U.S. Military veterans!
I am excited to help members pay for training in this difficult economic climate, and I am even more enthusiastic about assisting our nation's veterans. Education and training is the main tenant of the NGA’s mission, and we are proud to train veterans for a career in our industry.
This free training will help bring glass industry training to veterans as they reenter the workforce. NGA and WDDA member companies can apply for auto glass, flat glass, or window and door training.
MyGlassClass.com was designed for glass industry companies as an affordable resource for improving worker skills, enhancing workplace safety, achieving professional certification, and complying with training requirements. MyGlassClass.com is the glass industry's single-source online training program containing world-class courseware created by leading experts throughout the industry. The 150+ courses include standards and regulations, best practices, product design and selection, performance requirements, and more.

Free training will be available to the first 100 veterans who apply. They must be employed full-time with a WDDA or NGA member.

David Walker
VP of Association Services

dwalker@glass.org

Wednesday, January 11, 2012

Call Recording and Sales Success

Most people are afraid of being held accountable for their actual performance.

People are terrified of being held accountable for their actions. They are terrified of their performance being dissected and critiqued. They are terrified of the truth.

Perhaps, this is why some people bristle at the idea of having their sales call recorded. Perhaps, this is why some industries struggle with the concept of recording sales conversations.

Perhaps they don't want to be held accountable for their actions. Perhaps they don't want their bosses or their colleagues to hear them in action.

Call recording is a naked sales call. The rep can't hide what's really happening. There's no way to 'dress up' a call recording. There's no way to hide the truth. If your sales call has a big gut and love handles, call recording will reveal that. You can't hide anything when the call is being recorded.

That's perhaps, why some reps don't want their calls recorded. The thought of their manager hearing their occasional failures is simply too much to bear. It's too hard to deal with.

Here's the truth: people who think like that are wussies (and they probably shouldn't be selling anyway).

If someone is adament that they don't want their sales conversations recorded, you have to ask a simple question: what are they hiding? Are they hiding their utter lack of skill on the phone? Are they hiding their inability to close the deal or ask open-ended questions? What is their problem? What are they hiding?

Call recording has massive benefits for any business that employs it. We've written about '26 Ways to Use Call Recording at Your Business.' We've also spoken about the benefits of cheap call recording. Watch those videos here.

ContactPoint NGA WDDA

Monday, December 19, 2011

Free Webinars for NGA Members

Do you need to learn more about running your business? Are you interested in social media, customer service, or public relations? If so, then the new NGA Member webinars are for you!

Join us the first Monday of every month at 2:00 ET for an informative session. NGA members can attend these webinars for free*! We will even post the recordings after the fact and so you can learn anytime! Visit http://www.glass.org/education-training-webinars.html to view a schedule or to register. Member Webinars include:

February 6, 2012
Consulting Collaborative: Management System Self-Evaluation Seminar

March 5, 2012
LocalBasix: Social Media

April 2, 2012
UPS: Topic TBD

May 7, 2012
ContactPoint: Topic TBD

June 4, 2012
Sole Source Consultants: Topic TBD

July 2012Champion Management: Power of PR: Helping small and mid-size businesses grow

Webinars are just one of the benefits you get by being an NGA member. Learn more about your NGA membership benefits!

*First 25 members to register can attend for free. All other members can watch the free recordings.

Wednesday, November 2, 2011

New Auto Glass Training Now Available

The NGA has just unveiled two updated products for the auto glass industry. These authoritative resources - which covers safety, glass service, and pattern-making procedures -- are perfect for technicians, managers and CSRs.  NGA training is an indispensable study guide for technicians preparing for the AGRSS Certification Exams.  
  1. 2011 Auto Glass Technician Reference Manual. The manual is just $69.95 for NGA members ($139.90 off the non-member price). 
  2. MyGlassClass.com Auto Glass Courses.  Purchase courses starting at $29.95, bundles starting at $120,  or a subscription including all Auto Glass courses starting at $350 for NGA Members. 
The updated training includes: 
  • The latest technician techniques and procedures,
  • Latest guidance covering rain sensors,
  • Deeper coverage of value-added parts,
  • Detailed information on moulding techniques,
  • Training to prepare you for AGRSS certification,
  • And more.
To order an Auto Glass Technician Reference Manual, visit  For more information, visit the NGA store: http://www.glass.org/shop-products-reference-manuals.html.  To view the complete MyGlassClass.com course catalog, or to begin purchasing courses, visit www.myglassclass.com.

Monday, August 15, 2011

Surviving this year? Our Educational Forums can Help.

The past few years have seen financial crisis followed by a tepid recovery. Sweeping regulation has affected banking, healthcare, construction and other industries. The stock market has experienced wild fluctuations. Technology continues to change. The value of our currency takes a significant swing on an almost daily basis. Taxes are creeping up. Unemployment remains stubbornly high. Markets which were once robust are now stagnant. And new opportuni­ties are rising from the ashes.
Where is the economy heading? What are these opportunities? Where will new markets emerge? And how do smart business owners and managers adapt and thrive in the face of these political and economic challenges? Wouldn’t it be great if you could gain insight into the construction, glass, and window & door industries? The 6th Annual Glazing Executives Forum and the 2nd Annual Window & Door Dealers Forum, September 12-13, 2011 in Atlanta, will have some answers.
  • Join Gene Marks at the WDD Forum as he explains the meaning behind today’s numbers, the trends in Washington, the new technologies coming on the market, and where he expects tomorrow’s opportunities for the business community to be.
  • Economist Jeff Dietrich of EcoTrends will deliver his annual economic forecast at GEF. Dietrich speaks directly and flavors his presentation with humor and keen insights. His forecast is an annual highlight , and it’s a presentation you need to hear. 
If you attend either forum, you get access to the GlassBuild America tradeshow floor - so you can continue to meet, network with, and learn from the industry.  View complete details and register today.
See you in Atlanta!

Monday, July 11, 2011

Serving All Industry Segments

At the NGA and WDDA, we serve all aspects of the glass and window & door industries.  Right now, we have programs targeting all of you:
  • Architects Forum
    Combining educational programs, candid interaction, and professional networking, the Forum will offer fresh perspectives on how design, collaboration, and leading technologies interact with the glass industry. I urge you to attend this groundbreaking event.  Please review the online brochure and make plans to gather with your peers.  Register today!
  • Auto Glass Certification
    NGA members pay just $69.00 to take a certification exam online. NGA members who register groups of 10 or more pay only $59.00 per exam.   If you register any of your technicians for the Auto Glass Technician, Master Auto Glass Technician, or Auto Glass Repair exams July 11-31, 2011, you will register to win a free certification exam. 
  • Auto Glass Week
    Auto Glass Week™ 2011 is right around the corner this upcoming September 15-17, 2011 at the Memphis Cook Convention Center and Memphis Marriott Downtown. If you haven't already registered to attend, you need to register now.
  • Glazing Executives Forum
    The Glazing Executives Forum is based on the fact that we’re more effective together than we are apart. Most of the critical issues in the glass and glazing industry are ones we all face, and together, we can find solutions. Whatever happens in your business – issues with suppliers, employees, or the economy – someone else is going through it and can help you. View the agenda and register today. We look forward to seeing you in Atlanta on September 12.
  • Window & Door Dealers Forum
    When you attend this year's Window & Door Dealers Forum, September 13 in conjunction with GlassBuild America in Atlanta, you will have the opportunity to network with and learn from others in the industry.  The 2nd Annual Forum features speakers on two of the most critical issues facing dealers: risk and opportunities for growth.
    View the agenda for more information and register today.
  • MyGlassClass.com
    MyGlassClass.com is designed for Architectural/Flat Glass, Auto Glass, and Window and Door companies as an affordable resource for improving worker skills, enhancing workplace safety, achieving professional certification, and complying with training requirementsGet your employees trained by the best in the industry.
Let us know if you have any questions about our programs - akirkman@glass.org or akirkman@wddalliance.org.  We look forward to serving you.

Monday, May 23, 2011

Educational Forums, Seminars at GlassBuild America

GlassBuild America is only 4 months away!  It's time to start examining the tradeshow floor to see what booths you need to visit and setting meetings with your customers.  As you plan to attend this year’s event, being held September 12-14, 2011 at the Georgia World Congress Center in Atlanta, make sure you take a look at the exciting educational programs being offered.
With three full-day forums and two seminars, GlassBuild America will feature something for everyone. 
  • 6th Annual NGA Glazing Executives Forum, September 12 
    A full day of interactive breakout sessions, expert speakers, peer-to-peer sharing and networking.  A must-attend event for every glazing professional.
  • 2nd Annual WDDA Window & Door Dealers Forum, September 13 
    This event features breakout sessions, best practice sharing, top speakers and an informal networking reception. Content will be created and presented by window and door dealers.
  • 1st Annual NGA Architects Forum, September 13-14
    Co-presented by AAMA and the AIA Georgia and Atlanta chapters, this is an opportunity for Architects to learn more about the glass and glazing industry from industry experts and earn AIA credits. This forum includes tickets to both Thursday Seminars.
  • Seminar: Building Integrated Photovoltaic: It’s Not the Future, It’s the Now,  September 14 Moderated by Richard Voreis of Consulting Collaborative, this seminar will look at the numerous applications of solar technology. Attendees will learn about market trends, the challenges and opportunities, integration with curtain walls and other fenestration products and more.
  • Seminar: Trends in Decorative Glass,  September 14
    This session will cover trends in the fast-growing and ever-changing Decorative Glass segment. Facilitated by Kris Vockler of ICD High Performance Coatings, attendees will learn the latest issues in Decorative Glass and its potential impact for their businesses. Session information will include the latest information on standards and products.
Attendee registration for GlassBuild America and the educational programs is now open.  I'll see you in Atlanta!

Monday, May 2, 2011

Spring Forward With Sales

Spring is looming on the horizon, flowers are starting to bloom, bee's are buzz... Wait a minute! This is not some How To Guide for planting your spring garden and doing recreational activities outside! No friends this is much more exciting than being outdoors! This is a How To Guide for closing more business!
As the title suggests, let's talk about some elements to successfully closing more sales over the phone. Depending on how slow or how busy you are, we can always use more business. The key is in the asking! As the saying goes "You don't get what you don't ASK for."
So the question remains... "How do I ask for the business?" Here are some pointers for successfully asking for that business:
  • Always, after giving the price ask for the business with a simple closed ended question. For example: "That is going to be $39.95 before tax, can I get that out to you today?" A closed ended question is anything that requires a Yes or No response.
  • We want to avoid giving them a reason to say no, this is where confidence must come into play! You have done enough work to get them to this point now it is up to us to close them!
  • Role-Play! I know I know... "But Kelly... it is soo hard!" When we role-play we are using the skills and getting better each and every time! Do so in your next meeting! Practice makes perfect and helps change old habits!
You are waisting your time and the time of your customer if you do not ask for the business! Statistics show when you ask for the business you close 37.5% more of the business! However, when we fail to do so, that percentage drops to below 15%! I don't know about you, but closing 4 out of 10 calls looks more promising than 1-2 out of 10 calls in any given situation!
As Spring is just around the corner, let's spring forward and maximize all we can by ASKING FOR THE BUSINESS on each and every call, and with each and every customer.
Kelly Wasden
ContactPoint Solutions NGA WDDA

Wednesday, April 27, 2011

May Webinars: Social Networking, Gas Filling

The NGA and WDDA are pleased to present two webinars in May:
  • Social Networking Policies with Michelle Valdez of Walters & Wolf. May 4 , 2011 2:00 pm ET. Facebook, Twitter, and other social networking services can be great tools for your business, but drains on your productivity if you don’t have the right policies in place. Michelle will explain how you can craft the right policies to keep your employees on track.

  • IGMA Gas Filling with Randi Ernst of FDR Design. May 24, 2011 2:00 pm ET. This session is part of IGMA's Preventing Insulating Glass Failures Educational Program. You will learn how glass filling affects the performance of insulated glass units and the methods and materials used in this process. This session is recommended for project managers and estimators.
For NGA, WDDA, and IGMA members, the cost per webinar log-in is $50 (non-members: $100). For more information, call 703/442-4890 ext 182.

Wednesday, April 20, 2011

News & Links for April

Here's what NGA and WDDA members (and the industry) should know this month.
  1. The NGA and WDDA are moving May 2, 2011!  New address: 1945 Old Gallows Rd., Suite 750  Vienna, VA 22182.
  2. Webinar April 28 at 2:00 pm ET: IGMA Thermal Performance with Jeff Baker of West Labs. NGA and IGMA members get 50% off the registration fee. Register today! 
  3. Housing for GlassBuild America is now open. Book your room today! 
  4. Join the WDDA or renew your membership in 2011 and attend the WDD Forum for free.  Join today!
  5. New or expired members who join the NGA in April receive a free certification exam.
  6. WDDA Meets with DOE on Home Energy Scores. 
  7. 25% off MyGlassClass.com courses and bundles. Coupon code Spring2011. 
  8. Speakers Announced for Glazing Executives Forum and Window & Door Dealers Forum.
  9. Money Saving Trick: Marketing and PR Services for NGA and WDDA members.  Introducing Champion Management PR Services and LocalBasix Internet Marketing. 
  10. NGA and WDDA members can now save on shipping with UPS.
  11. Check out the Innovative Products found on the GlassBuild America trade show floor! 
  12. Glass Magazine now accepting nominations for the 2011 Crystal Achievement Awards. Submit yours now.
  13. Check GlassBlog and The Talk every week for insight into the industry.
  14. Window & Door’s 2011 Dealers of the Year Nominations are due by June 1, 2011. 
  15. Training Matters: Difference between Success and Failure.
  16. White House repeals 1099.
    What news did you think was most important in April? Share it in the comments!

    Monday, April 18, 2011

    Training Matters: Difference between Success and Failure

    In 2008, a fishing boat named the Alaska Ranger sunk in the Bering Sea. Its sinking touched off the most extraordinary rescue mission in the history of the US Coast Guard. In her new book, Deadliest Sea, author Kalee Thompson describes the circumstances that caused the accident and the heroic efforts of the Coast Guard to save the crew.
    One of her findings was that many aspects of the tragedy could have been prevented had the captain and crew gone through proper training. One note Thompson cites is that though boat crews are required to conduct monthly safety meetings, these usually involved watching a video or talking through what they might do in case of accident. They never actually performed any safety drills.
    Also, the boat had safety vests for the crew, but for the sake of convenience, they were stored away in a tough-to-reach part of the ship. Once the Alaska Ranger started sinking, the crew nabbed the vests only just in time. Even then, they were of limited use because crew members hadn’t practiced putting them on and almost none of them fit properly. No one had ever bothered to check. And though the ship was equipped with all the proper technology (GPS, Emergency beacons, etc.), no one knew how to use it. As Thompson says, “the technology is pretty good. The thing that’s lacking is the training to use it well. “ Thompson’s point? A little bit of foresight and training would have gone a long way to avert a terrible situation.  

    Though the glass industry has its hazards, the safety risks aren’t quite as drastic as in commercial fishing (the deadliest industry in the United States, according to safety experts). But be sure, the moment of truth is coming at some point to your business. Imagine these scenarios:
    • A new project gets announced in your market. You’d love to get the job. It would mean the difference between hitting your yearly goals or laying off staff. But it calls for material and techniques you’ve never used before. With no one qualified to do the work, you have to pass it up and it goes to your biggest competitor.
    • Your most important customer calls you and tells you there’s a problem with the job you just finished for him. When you check it out, you discover that a new, untrained worker completely botched the installation and it will have to be re-done. All your profit is out the window as you eat the cost to correct his mistakes.
    • A key employee mishandles a lite of glass and is severely injured. He hadn’t been properly trained in handling glass and now, not only are you on the hook for a workman’s comp claim, you’re down a worker with important project deadlines approaching.
    Training matters. On a fishing boat, it can mean the difference between life and death; for your business, it can mean the difference between success and failure. The NGA and WDDA can help through MyGlassClass.com, MyWindowClass.com, educational webinars, and other resources. Don’t wait for a life-altering event. Make the investment now.

    Matt Rumbaugh
    Senior Manager, Education and Training


    Monday, April 4, 2011

    NGA Webinars in April

    The National Glass Association (NGA) is pleased to present two webinars in April:
    • NGA's Design Requirements for Glazing Systems April 7, 2011 2:00 pm ET
      In this session Stewart Jeske of JEI Structural will cover critical information on design requirements for glazing projects. This session will include information on relevant codes, design loads, storefront and curtainwall, reviewing details, and more. This program is designed for glazing subcontractors, project managers, estimators, and architects.
    • IGMA Thermal Performance* April 28, 2011 2:00 pm ET
      Jeff Baker of West Labs will discuss the basics of thermal performance measures, including U-Factor, Solar Heat Gain Coefficient, and Visible Transmittance as well as requirements in North America. This Webinar is critical for project managers and estimators on glass projects.
    For NGA and IGMA members, the cost per webinar log-in is $50 (non-members: $100). For more information, call 703/442-4890 ext 182.
     

    * Part of the Preventing Insulating Glass Failures Educational Program

    Wednesday, March 23, 2011

    New Outbound Sales Courses!

    The NGA, WDDA, and Contactpoint have launched 4 new Customer Service Courses on MyGlassClass.com! These new audio courses cover Outbound Sales techniques, including what it takes to create value in every outbound call, how to get people talking, how to build a relationship while gathering information, asking for the business and creating a warm lead, and more. These courses complement the 5 courses launched by Contactpoint in 2009.
    The complete collection of 11 customer services courses is available on MyGlassClass.com for $110.00 per person. If you purchase these courses by April 15, 2011, you will pay just $77.00 for all Customer Service courses or just $28.00 for Outbound Sales courses. NGA Members who add these courses to an active MyGlassClass.com subscription pay just $25.00.*
    To get started, visit MyGlassClass.com to create an account. Click here to buy these exciting new Customer Service courses brought to you by ConactPoint.
    For a description of the services ContactPoint offers NGA and WDDA members, visit www.glass.org/cost-cutting-contact-point.html, www.wddalliance.org/member-services-contact-point.html, or call 866-468-0900 to speak with a consultant.

    *$25.00 includes all 11 Customer Service courses. If you have an active MyGlassClass.com account with an active Customer Service bundle, these courses have already been added to your account at no additional cost to you. They will be available until your bundle expires.

    Monday, February 7, 2011

    Make Your Business a Champion

    Over 100 million people watched the Packers beat the Steelers last night.  Everyone who watched has their own opinion over why the Packers won (I for one don't really care - I'm more of a commercial fan than a football fan. That Darth Vader commercial? Amazing.)  One blog I read this morning had an interesting take: The Steelers didn't lose it; Rodgers and the Packers won it.

    I like this point of view - and how it relates to the glass and window and door industries.  As a business, what do you do to make your business win? Here are a couple of examples of how industry businesses take advantage of NGA and WDDA programs to make themselves winners:
    • Trainor Glass Company: offers MyGlassClass.com training to all employees - and rewards them for completing the training.



    • GlassPro: Technicians must be trained and certified in order to recieve promotions.
    • Connecticut Glass Dealers Association: Apprentices must complete MyGlassClass.com training to become licensed.
    The NGA and WDDA offer several educational and certification options. 
    Find the one that is right for you. Act like the Packers and make your business a champion.

    Monday, January 3, 2011

    GMI Goes Online in 2011

    Due to demand, we have decided to offer the NGA’s Glass Management Institute in an online, self-paced format more conducive to today's busy management schedules.

    Beginning this month, students may participate in the GMI program by purchasing recordings of the 2010 sessions and going through the material at their own pace.  Students will receive the same top notch industry-specific training designed and created by leaders in the glass industry, without the need to work around the live webinar schedule.  To participate, visit MyGlassClass.com and create an account. Once you receive your log-in information, you may purchase the GMI bundle for just $595 (a $600 savings from last year's rate).
    In addition, students who sign up by January 21, 2011 may participate in the kick-off conference call and receive the assignments needed to graduate.  For those interested in the standard "live" GMI experience, watch your Inbox and www.glass.org for announcements of our next session. 

    The need for world-class management training is as urgent as ever.  GMI offers an outstanding -- and extremely convenient -- opportunity to expose your rising leaders to the best management practices in the industry.  We encourage you to sign-up before January 21 to get the mostfrom this important educational program.
    Alyssa Kirkman
    Sr. Manager, Association Services

    Monday, December 20, 2010

    Resolve to Succeed

    It is the time of year most of us begin to think about New Year Resolutions or goals for the next year. We all know that goal setting is the most effective and powerful way to achieve what we want, this is true of things large and small – including optimizing effectiveness on the telephone.
    When working with customers, it is important that we each strive for continuous improvement. Putting that attitude into motion requires a commitment to change. Setting appropriate goals sets the stage for the commitment and is a driving force for improvement.
    When setting goals, you must know what is important for you to accomplish. Then you must set specific and clearly stated goals. If you do not have clearly stated goals, your effort will lack direction and focus.
    1. Get Specific. Set goals that are specific. Instead of “I will do better”, direct the Sales Rep to set a goal of what will be better. “I will ask questions to determine the real need of my customer.” By setting a specific goal you create a measurement for improvement.
    2. Use Powerful Words. When setting a goal use words that are powerful and drive success: I will, I am going to, I commit to. Avoid words that allow failure: I will try, I could, maybe I should
    3. Develop a Strategy for Improvement. Once the goal is stated, ask for a strategy or action plan. This step prepares the Sales Rep to immediately put their goal into action.
    Start the New Year with a commitment to begin the process of goal setting. Measure the improvement of each member of your staff and begin to celebrate their success!
    Michelle Jones
    ContactPoint
    Solutions NGA WDDA

    Monday, December 13, 2010

    Leadership is the Key to a Successful Organization

    I’m a big fan of Fast Company magazine and this month’s issue has a terrific article about Willow Creek Church. If you haven’t heard of it, it’s a large church outside Chicago where approximately 23,000 people gather each Sunday. The article describes their annual Leadership Summit, where they bring in big names from business, government, and media to discuss leadership strategies and management practices. I’ve actually attended this event a couple times and it’s outstanding.

    Why am I telling you this? Because the driving idea behind Willow Creek’s Leadership Summit – that leadership is the key difference between successful organizations and non-successful organizations – is true in the glass industry as well. Which brings us to the Glass Management Institute.

    Simply put, if you want your organization to be successful, you have to develop strong leaders. And there is no better vehicle in the industry for developing leaders than GMI. In the course of six months, we’ll teach your rising leaders about Bidding and Estimating, Sales and Marketing, Project Management, and all the things they need to learn to run a top-notch glass company. Beyond standard business training, this course is by the industry and for the industry as we draw on talents from leading companies such as Trainor Glass, Vitro America, W&W Glass, and CBO Glass to provide instruction.

    The course kicks off on January 18, 2011. Don’t miss this tremendous opportunity. If you or your key people want to register, visit our website and do so today. If you have any questions, contact Matt Rumbaugh at mrumbaug@glass.org or 703-4422-4890, ext. 182.
    Matt Rumbaugh
    Senior Manager, Education and Training
     

    Monday, November 8, 2010

    2011 Glass Management Institute

    Successful glass industry executives know the value of good training and a network of industry contacts.  The NGA is committed to offering that value through the industry’s leading professional development program: the Glass Management Institute. There is no better training for a successful career in the glazing industry.

    GMI’s class of 2011 kicks off in January with training specific to the glazing industry - topics that make or break your day-to-day operations: Bidding and Estimating, Project Management, Sales and Marketing, Financial Management, Legal Issues, and Strategic Planning.  Professionals will receive world-class instruction led by some of the leading experts and brightest minds in the U.S. glass industry.

    Here’s what some of our recent graduates have to say about GMI:
    • “The NGA’s Glass Management Institute gave me the opportunity to explore the industry’s toughest problems through the eyes of experienced leaders.”    Kristin Miller, Tab Glass and Window
    • “GMI helped improve my understanding of the industry sector.  I will recommend others at my company become involved.”    Neil O’Donnell, GTS.
    • “As someone young and relatively new to the industry, it is very helpful to have not only have peers but seasoned professionals at my fingertips as a resource as I develop my skills. GMI’s online format is helpful for posing questions, offering insight and providing opportunity for exploration of topics not covered in class.”    Patrick Barlow, Contractor.
    For more information or to register, visit www.glass.org/gmi or contact me at 703-442-4890 ext 182 or mrumbaugh@glass.org.

    We look forward to serving you.

    Matt Rumbaugh
    Senior Manager, Education and Training

    Wednesday, October 27, 2010

    Creating an Attitude of Constant Improvement

    Earlier this week I asked how you could create an attitude of constant improvement within your own organization. Here are 6 steps you can take:
    1. Record the interaction between your customer and your staff. Hand held recorders are available for purchase at most retail stores.  These devices will enable your staff to easily record their customer interaction and provide an audio file to management for use in measuring the customer experience and the result of their actions.

    2. Create criteria.  Based upon the results, create criteria for expectations in each call.  Consider the actions that take place in a successful call, the relationship between the employee and the customer and the image your company wishes to represent.

    3. A common formula is:
      • Create a Connection
      • Question, Listen and Build a Relationship
      • Build the value of your product and company
      • Commit the customer to the next step

    4. Clearly communicate the expectation.  Set clear expectations with all employees and ensure each understands why the criteria are important, how to perform the skills and believe their actions directly affect the outcome of the call.

    5. Measurement and Accountability.  Continue to record calls and measure the results using your determined criteria.  Using live calls enables you to identify personal strengths and weakness, your customer’s needs and the ability to work with each employee as an individual.

    6. Feedback and Goal Setting.  Use the recorded calls and criteria to provide feedback to each individual employee.  Feedback is best received in a safe and organized setting.  Feedback is specific, focuses on the result and allows the employee to set personal goals for improvement.

    7. Continue to measure and grow.  Hold each member of your organization accountable to the goals that are set during feedback.  Allow each session to be the catalyst that builds a team of people who are dedicated to constant improvement.
    Michelle Jones
    ContactPoint NGA WDDA

      Monday, October 25, 2010

      For the Record, DIY!

      If necessity is the mother of invention, then analysis could possibly be the father of change.

      Most companies spend a lot of time, effort and money getting a customer to call or walk in their door.  What happens when they do?  This is the point where the magic begins and your customers make the decision to work with you or to move forward and pursue a relationship with someone else.

      It makes sense to analyze the customer experience and decide if that experience is of value to your organization.   Measurement is the key.   Consider for a moment a successful athlete; they do not rely upon their initial training and natural talent.  The successful athlete measures the result of each action, every movement and receives constant feedback regarding what breeds results and what does not.  Their success is directly related to an attitude of constant improvement.

      So how can you begin this process and create an attitude of constant improvement within your own organization?

      Check back on Wednesday for 7 steps for creating that attitude.

      Michelle Jones
      ContactPoint NGA WDDA