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How Transcom Sevilla uses sport as a motivational and performance improvement tool

At Transcom we know that one of the key success factors in our business is our adaptability. That is why we at Transcom Sevilla strive to differentiate ourselves from our competitors by having well-trained sales teams, with the ability to sell any product, from insurance, up to banking, telecommunications, leisure, etc… It helps us to get the best results for our clients.

For any outbound team, to reach sales targets is essential for the success of the service; however, it is not easy to achieve high performance.

Given the current economic situation, selling is much more complex than it used to be. It is a fact that consumers have more ways to review and compare the information provided by companies, which makes them even more demanding, and as a result, it is more difficult to close the sale.

Mountain bike team Transcom Sevilla

Therefore, we must strengthen tolerance to frustration, and not get discouraged by the numerous negative answers that we receive daily. Many times this is a distinctive feature of the sales process, but we must nevertheless work together to build a motivated and strong team.

Motivation may be tied to financial benefits, but this is not the only or the best way. We can also activate different handles, as games, group dynamics, competitions, etc … so that all employees feel part of a team and fight for a common goal.

In this sense, sport is an ideal option, as it is a way for peers to improve their welfare, combating tension, stress and monotony, which undoubtedly affect employee productivity.

For this reason, the Training and Quality team decided to create a Mountain Bike group helping the agents to identify themselves with the values of sport: respect, healthy living, teamwork, fair play, effort, and ability to overcome frustration.

Mountain bike team Transcom Sevilla

Each week, new challenges are set, new routes are designed to avoid routine and to increase communication and interpersonal relationships with different partners from different areas of the company, resulting in an improved working environment.

A group of employees becomes a team when all its members learn to work together, in the search of a common goal. A team that improves their interpersonal relationships outside the workplace will also work in a better environment and therefore, will increase their professional performance.

How to transform an inbound support service from a cost into a profit generator

About 18 months ago, one of our clients launched a new inbound service, designed to handle technical support. As in most of the support services we handle for this client, this project included no profitable activity.

But Transcom’s extensive experience in developing and launching sales services within a short timeline allowed us, after four months of starting the initial project, to begin working together in analyzing the service cost from our partner’s point of view. We started to check all possible new activities that could generate profit and contributing to improving our client’s cost effectiveness.

The defined path to achieve our new common goal resulted in a total re-organization of the technical support service; adding to each call an Up Selling and Cross Selling part, offering  new high value products and maintenance insurances.

Thanks to this initiative, our client reduced the original cost for the support service line by adding direct revenue, generated by the new sales service.

Still, we had to maintain and even increase the positive focus of the team that just had a selling task added, which we managed with the distribution of incentives offered, in a regular basis, by Transcom and our partner, always in a “special offer moment”:

Transcom Portugal distributing incentives

 

And it won’t stop! Being Transcom, and following a Continuous Improvement strategy means that we are already working on the next level…

Author: Alan Girón

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Transcom Lima is growing

Since December 2013, our site in Lima has experienced an increase in operations via new outbound services to clients in sectors such as telecom, insurance, NGOs and entertainment. This growth creates a challenge in terms of recruiting experienced people, while at the same time strengthening our partnership with our clients.

To meet this challenge successfully, all key functions at the site must be involved:

First we have the recruiting process, which consists of two pillars:

  1. Improving the recruitment specialization, giving our HR team specific training for each campaign
  2. Expanding the recruitment outreach by partnering with local agencies

Then follows the training programs, in which we apply nesting techniques (constant monitoring of new hires, setting individual targets) as a way to improve efficiency and operability. Team-building activities and creating commitment to our clients’ objectives are other important features during the training process.

And of course, we work with continuous improvement of our operational management, which allows us to:

  • Assessing our services’ performance in real time through daily reviews
  • Measuring the learning curves
  • Setting goals and expectations for our clients and our company

Transcom Lima team

Although ramp-up projects like this always pose a challenge, the Transcom team in Lima handles the expansion process through weekly sessions where we review volumes, performance, profitability and make the required decisions in order to meet our campaigns’ high standards.

Author: Fidel Rodríguez

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How Master Class programs improve customer service and increase sales

Good teamwork implies that everybody can learn from his or her teammates, jointly creating and delivering an extraordinary service to our clients. That’s why Transcom San Fernando has developed training programs where the best agents in terms of performance can share their experiences with all colleagues so that they won’t just achieve their objectives, but also reach higher sales figures:

“We know that you are good, but we also know you can be better! That is why we have prepared the… Master class!!!”

One of our master classes at Transcom San Fernando

These training courses, named ‘Master Class’, are led by experienced and successful sales agents who share their knowledge about best practices with the participants. During these 60 sessions, we covered the hardest customer objection cases we have found in our daily work, with the ‘Master’ offering new approaches to addressing said objections based on his or her experience. In this way, participants learned new tools to overcome possible barriers and achieve better sales results.

Once we analyzed the pilot program and the obtained output, we decided to extend the program to all agents in the same situation, certain that with this little push they will be able to reach new objectives. In fact, since we launched the Master Class program, we have improved our sales ratio by fifty percent.