Professional Documents
Culture Documents
Analysis
Methods
DFP used the following analysis methods to determine the current state of PJ Enterprises telephone
operator training, job satisfaction, and performance.
Performance
Analysis
Report
for
PJE
shadowed individual telephone operators and supervisors as they performed daily call center tasks
to evaluate job performance, efficiency, and quality of customer service;
listened to randomized samples of live and recorded calls with customers to determine if any
noticeable issues occurred;
attended team meetings to evaluate team cohesiveness, overall mood of the department, and
employee motivation;
requested copies of existing training materials, job aids, and other documentation related to
product information and service standards for later review.
met with telephone operators and supervisors to obtain their perspectives on job expectations,
issues occurring during calls with clients, job satisfaction, and recommendations for
improvement;
met with Jane MacKenzie, director of sales support, and Mike Merrill, vice-president of sales, to
gain information regarding their expectation for growth and the changes they see needed to
strengthen the companys growth potential; and
met with Judie Thompson, catalog director, and Sheena Perez, merchandising manager, to
determine job expectations for telephone operators and supervisors as well as to discuss training
details and effectiveness at addressing customer service issues.
Reviewed sales documents to determine the correlation between sales numbers, volume of calls
processed, and individual breakdown of each operators call statistics.
Compared operators rate of calls, sales transactions, and any correlation between customer
service complaints with operator characteristics and statistics.
Performance
Analysis
Report
for
PJE
Customers consider phone etiquette of the operators to be a bigger problem than their lack of knowledge
of the products.
Of the 25 operators surveyed, there was agreement that timely training was not an issue. They expressed
an overwhelming preference for a different type of training than what they have been receiving, citing
interest in shorter increments, and more hands-on or visual style training, rather than the current lecture
style. Overwhelmingly, 88% of the operators also felt they needed more efficient software and hardware.
Performance
Analysis
Report
for
PJE
Out of 25 surveyed, nearly three-quarters of the respondents indicated that hands-on training was
preferable to lecture based training.
Performance
Analysis
Report
for
PJE
Need
easily accessible.
Recommended
Solution
Replace the current print reference materials with an
Performance
Analysis
Report
for
PJE
Finding
Need
Recommended
Solution
Create a specific call center supervisor job description
center etiquette.
Develop and implement ongoing training sessions for
Finding
Need
Recommended
Solution
Train the telephone operators to efficiently conduct a
volume is low.
Offer refresher training in between quarterly training
Performance
Analysis
Report
for
PJE
Finding
Need
Recommended
Solution
Implement mandatory meetings for which employees
Solution
Description
Work with operators and supervisors to develop scenario-based training modules to address employees
Implement a program that will emphasize leadership and managerial skills for new supervisors, and also
Develop and maintain online resource containing product references for easier searching, an internal
Performance
Analysis
Report
for
PJE
Priority
5
Solution
Description
Make this training timely, ensuring that there is plenty of time for the training sessions, but that they are
Performance
Analysis
Report
for
PJE
Evaluation
plan
DFP will implement the Phillips ROI Evaluation Model to evaluate. This process will consist of
formative and summative assessments.
Level 1: Reaction and Planned Action
Immediately following the quarterly trainings, DFP will survey the trainees for their feedback regarding
the quality and practicality of the content, materials, resources, delivery, and venue. Modifications and
updates to these items will be incorporated as needed for the next training based on the feedback received.
Level 2: Learning
Milestone evaluations and assessments will be conducted on a rolling basis at the specified intervals of
30, 60, and 90 days, as well as six months post-training, to measure changes in employee behaviors.
At the 30, 60, and 90 day intervals:
how
surveys
survey telephone operators to measure how effectively they are utilizing the new online support
resource and implementing phone etiquette skills;
conduct customer surveys and track responses and compare to results before training. Look for a
10% increase in customer satisfaction by the end of the 90 days; and
track number of calls rerouted to supervisors and compare to pre-training results. Supervisors will
keep a call log and look for 5% reduction in calls that are sent to them at each interval for a total
of a 15% decrease by the end of the 90 days.
utilizing
in survey
Performance
Analysis
Report
for
PJE
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develop and implement a survey for telephone operators to see how they are utilizing the new
online support resource and the consistency at which they use it;
record random calls and analyze implementation and quality of phone etiquette skills by
supervisors; and
develop and include in survey to see if supervisors are encouraging and monitoring the use of the
skills presented in training.
The above-mentioned methods will help measure overall behavioral outcomes and measure if training
content has had the desired outcomes. Additional training could be added if needed.
Level 4: Business Results
Pre-training and six month post-intervention metrics will be analyzed and compared. DFP will review the
data collected and consider influencing factors such as employee turnover, sales figures, customer
complaint numbers, and customer satisfaction survey data. Once the analysis is complete, DFP will
measure the benefits of the training solution to PJ Enterprise stakeholders. At the end of six months, DFP
will review employee turnover reports, sales reports, and customer complaint survey results, and compare
the results with the desired outcomes.
Level 5: ROI
An analysis of trends will be conducted and presented to PJE. These trends will be compared against the
cost of training development and delivery to help demonstrate the return on investment (Level 5: ROI) for
PJE after one year of implementation.
Performance
Analysis
Report
for
PJE
11