De todas las métricas que puedes medir en tu contact center, el FCR es una de las más valiosas. Porque no solo indica cómo eres de eficiente sino que, además, se relaciona directamente con la satisfacción de tus clientes.
Según un estudio de Forrester, casi el 70% de las personas siente que lo mejor que una compañía puede hacer por ellos es tener una adecuada atención al cliente y ser eficiente en la resolución de incidencias o dudas.
Si esto no ocurre, o si la experiencia de cliente ha sido negativa, más de la mitad de tus clientes no volverá a serlo.
Y es que, ¿a quién le gusta que le hagan perder el tiempo?
Resolver llamadas a la primera es el camino más directo para tener una buena satisfacción de cliente. Y por eso cada vez más compañías adoptan estrategias de atención al cliente vía telefónica enfocadas a mejorar esa interacción en la primera llamada.
Ahí es donde entra en juego el FCR o First Contact Resolution.
En este artículo te contamos todo lo necesario sobre el FCR: desde qué es y cómo medirlo, hasta cómo optimizarlo en tu call center.
¿Qué es el FCR en un call center?
El FCR es una métrica clave de customer service que sirve para medir la eficiencia del call center. Sus siglas responden a First Contact Resolution o First Call resolution, y en español, se suele traducir como resolución en la primera llamada o resolución en el primer contacto.
El FCR mide el índice de casos o incidencias resueltas en la primera llamada.
Mejorar el First Contact Resolution significa reducir las interacciones entre empresa y cliente, eliminar fricciones e incrementar la satisfacción del cliente.
Pero la optimización de este KPI, igual que sucede con el AHT, también tiene un impacto enorme en la reducción de costes (ya sean los del propio call center o los asociados al call center que te da servicio).
De hecho, hay estudios que revelan que el 66% de todos los costes de un contact center son atribuidos a rellamadas. Es decir, a llamadas para resolver problemas no solucionados en el primer contacto o first call.
Ahora, siendo más concretos, hay diferentes formas de definir el FCR.
Por ejemplo, es diferente medir el número total de llamadas resueltas en el primer intento entre el número total de llamadas en un período de tiempo, que medir el FCR en relación al número total de primeras llamadas.
Lo importante es que la definición encaje en el contexto en el que quieres medirlo. Esto dependerá de tu industria, mercado o tamaño. Y por otra parte están los criterios que escoges para medir el FCR, que también deben estar adaptados a las necesidades del call center.
Tu capacidad para entender los datos que puedes sacar, analizar y entender será la que te ayude a perfilar tu propia definición del FCR y a medir correctamente el índice de resolución en la primera llamada.
Criterios para medir el FCR
Ya te lo adelantábamos: hay muchas variables en juego. Y teniendo en cuenta el impacto del FCR en los costes y la eficiencia del call center, merece la pena darles una vuelta.
Por ejemplo, piensa en la simple palabra resolución: ¿qué significa en el contexto de tu call center? ¿Qué implica que una llamada se haya resulto correctamente?
Considera cómo interpretas esta y otras cuestiones básicas, decide, estandariza el análisis y ajústate a su medición de forma exhaustiva y periódica.
Aquí tienes algunas preguntas clave que te ayudarán a definir adecuadamente el First Call Resolution en tu organización:
- ¿Qué criterios debe cumplir una llamada para que se considere resuelta correctamente? ¿Debe haber algún tipo de confirmación afirmativa en la llamada? ¿Que el cliente no vuelve a llamar? ¿Que vuelve a contratar el servicio o comprar el producto?
- ¿Cómo determinas que un cliente está satisfecho? ¿Tiene que decirlo expresamente o depende de algún otro factor?
- ¿Una llamada transferida o escalada y luego resuelta es una llamada resuelta en la primera llamada o en dos?
- ¿Una gestión que exige callback, y el cliente es consciente de ello, es una llamada resuelta en un solo contacto?
- ¿Afecta a tu FCR no tener canales de entrada llamada claros? ¿Qué ocurre si te llaman por otro canal o departamento y tienes que redirigir esa llamada?
- ¿Cómo afectan a tu FCR las llamadas abandonadas?
Asegúrate de dejar estas cuestiones muy claras, especificando tanto la definición como los criterios de medición.
Y si te das cuenta de que no te están ayudando a sacar conclusiones relevantes, o si hay datos que sesgan el análisis, cambia los criterios. Pero es importante ser constante y consistente.
Empezando a medir el FCR
Vale, tienes tus criterios claros y empiezas a medir. Pero, ¿qué metas te marcas como objetivo?
Es decir, ¿qué FCR debes cumplir?
En este punto del camino es habitual acudir a los benchmarks, buscar referencias de FCR en el mercado. Y aquí los datos cambian según la industria. Pero, como marco general, en un estudio de Freshdesk se habla de FCRs de entre el 70% y el 85% dependiendo del sector.
Sin embargo, la recomendación más lógica es que, si no estás midiendo el FCR o tienes dudas de cómo lo estás haciendo, te fijes en tus propios datos. Plantea una metodología, ajústate a ella y sigue la evolución.
No sabes cómo los demás están midiendo su FCR, por lo que compararte no tiene sentido.
Cómo mejorar el FCR en un call center
Ya tienes tu definición. Los criterios están claros. Has empezado a medirlo y tu análisis concluye un porcentaje de FCR que, seguramente, sea mejorable.
Ahora sí, ha llegado el momento de plantearse cómo puedes optimizar el índice de resolución en la primera llamada.
Las mejoras de FCR se pueden dividir en 3 bloques de trabajo diferenciados, pero todos tienen en cuenta el método tradicional usado para mejorar las métricas del FCR: Speech Analytics.
Como sabes, es una tecnología que genera transcripciones de las llamadas y las analiza con el objetivo de identificar posibles tendencias, patrones de comportamiento y los problemas más comunes de los clientes. Y todo esto afecta directamente a tu FCR.
3 consejos para optimizar tu First Call Resolution
FCR tip #1: Identifica mejoras en los procesos
Establece puntos de control y revisión de procesos. Analiza desde los procesos manuales a los que dependan al 100% de la tecnología.
Aquí es probable que a través de Speech Analytics encuentres problemas comunes en llamadas, analices el asunto e identifiques qué cuellos de botella tienes en tu organización.
FCR tip #2: Entiende la razón por la que llaman tus clientes
Speech Analytics te permite crear categorías y subcategorías sobre las que actuar. Podrás segmentar esas categorías y sus problemas más comunes y tomar medidas para mejorar la formación y el rendimiento de tus agentes.
Dar al equipo de ventas la información adecuada y sintetizarla en el pitch es una de las mejores prácticas para mejorar el FCR de un contact center.
Aquí el trabajo de coordinación con otros departamentos será fundamental. Por ejemplo, a partir del conocimiento generado, el equipo de marketing puede crear algún tipo de contenido, o quizás el equipo de ventas decide redefinir o mejorar la oferta comercial.
FCR tip #3: Identifica por qué se repiten las llamadas
Con Speech Analytics también puedes etiquetar conceptos que te ayuden a identificar quién vuelve a llamar y por qué. Sin embargo, esta tecnología ha evolucionado hacia la Inteligencia Conversacional, que marca un punto de inflexión en la optimización del FCR.
Si ahora estás intentando mejorar el FCR solo con Speech Analytics, ¿qué te está sucediendo? Que te pierdes el contexto de las llamadas, o lo que es lo mismo: que hay muchos aprendizajes y medidas para mejorar el FCR que no estás pudiendo aplicar.
Además, la optimización del FCR con Speech Analytics implica un trabajo manual intenso y un elevado esfuerzo en capital humano.
Por un lado, estarás dedicando demasiado tiempo a configuraciones previas. Tendrás que etiquetar muchos conceptos para luego poder categorizar. Y, aun así, te estarás perdiendo una parte de la información fundamental para mejorar el FCR: el contexto o el análisis de sentimiento.
Y por otro lado, todo ese trabajo manual no te servirá para ser más eficiente, porque las herramientas estándar de Speech Analytics no pueden aprender de forma continúa.
Así que, como ves, el campo de mejora es inmenso.
Mejorando tu FCR con Upbe
Es sencillo: Upbe te ayuda a aplicar la inteligencia conversacional a tu call center para mejorar tu First Call Resolution, principalmente de 2 maneras:
- Te permite aprender de forma automática y desprenderte de todo ese trabajo manual de análisis de llamadas (es más eficiente)
- Te ayuda a entender el contexto de tus clientes, aportando sentido a lo que dicen, cómo lo dicen y por qué lo dicen (es más eficaz)
Recuerda que el factor que más se correlaciona con el FCR es la satisfacción del cliente. Y eso significa que ser capaz de entender los motivos que crean esa experiencia positiva es esencial para tu call center.
Con la inteligencia conversacional descubres los aprendizajes y habilidades que necesitan desarrollar tus agentes, identificando los puntos de mejora y buenas prácticas de manera automática.
Puedes pensar en Upbe como en un training automatizado con el que generas información clave para satisfacer mejor a tus clientes.
La clave del aprendizaje está en que la información sale del contexto de las llamadas, no de las etiquetas literales que ofrece el Speech Analytics. Es decir, te damos las herramientas necesarias para aprender de las interacciones y hacer mejoras.
4 preguntas clave para el FCR que podrás responder con Upbe
- ¿Qué tipologías de llamada mejoran el FCR? ¿Qué pitch deben desarrollar mis agentes dependiendo de esos tipos de llamada?
- ¿Cómo impacta el sentimiento mostrado por los agentes? ¿Qué nivel de sentimiento y empatía exige cada tipo de llamada?
- ¿Cuáles son los patrones conversacionales que reducen las rellamadas?
- ¿Qué buenas prácticas puedo implementar para mejorar el FCR?
La tecnología de análisis conversacional de Upbe puede descubrir qué aspectos generan una mayor satisfacción de cliente de manera automática, como por ejemplo:
- La proyección de emociones del agente y el cliente
- El silencio que hay en la conversación
- La velocidad a la que se producen las conversaciones
- Las expresiones utilizadas
- La duración de las respuestas a las preguntas del cliente.
Ser capaz de entender cómo cada uno de estos factores impacta en la experiencia de cliente, además de entender el contexto de las conversaciones, permite definir una estrategia para mejorar el FCR y la satisfacción del cliente.
Y recuerda que hay estudios que dicen que cada 1% que mejoras el FCR, mejora un 1% tu grado de satisfacción de clientes. Así que, ¿seguro que no quieres intentar mejorar tus procesos con Inteligencia Conversacional?
Si todavía no estás midiendo el FCR o crees que lo puedes optimizar, solicita una demo y te explicamos cómo podemos ayudarte a ti a tus agentes a mejorarlo. La experiencia de tus clientes depende de ello.
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