The Most Important Call Center Metrics to Track
ICMI (International Customer Management Institute) has named the following as the most important call center metrics to track – first call resolution, service level response time, adherence to schedule, forecasting accuracy, self-service accessibility, contact quality, and customer satisfaction. We can’t agree enough that these points are crucial for the success of any call center – whether it be a sales organization, customer support, a political campaign, fundraising effort, or any other type of call center. But exactly how can these metrics be tracked effectively?
Tracking Call Responses
Whether inbound, outbound, or a combination of the two, not every call ends with a successful transaction. In fact, especially for a cold-calling sales organization, it’s not uncommon for the majority of calls to result in a refusal to purchase/signup. For this reason, it is important for agents to be efficient with their time. When an agent has to call a lead back repeatedly because they were not equipped to answer their questions, a call lasts longer than it should, or the lead is left waiting, sales could be slipping through the cracks. Many of these inefficiencies can be prevented in the training process, but there are a few key call center metrics to watch for.
- An abundance of missed calls and voicemails: These should be considered as potential missed opportunities and avoided at all costs. One easy fix is an overflow queue staffed by managers or members of other teams capable of answering questions and facilitating transactions when a primary staff is overwhelmed.
- Call outcomes: The result of a call should be tied to the lead’s contact information. Most often this is done with the assistance of a CRM Integration which can be customized to track the call outcomes possible with your efforts, how many calls occurred between a single contact, and how much revenue was tied to that particular transaction.
- Trends in call activity logs: Advanced phone systems will provide detailed call logs with a whole host of call center metrics to analyze like call duration, time of day, and who the caller spoke with. Trends found can help you address which agents are adhering to call volume goals, whether staffing matches your needs, and more.
Get the Call Center Metrics You Need
No matter the size of your organization, VirtualPBX has the technology to not only run your call center, but to provide you with the metrics you need to stay on track with your goals. With business phone plans to fit any organization and a host of features included, like the Real-Time Monitor shown below, measuring your call center’s efforts has never been easier.