Posts tagged as:

employee engagement

Customer Service: The X Factor

by Jen Kuhn on August 22, 2011

Revolve your world around the customer and more customers will revolve around you. ~Heather Williams

There are 6 levels of customer service:

  1. Poor
  2. Service Recovery
  3. Neutral
  4. Good
  5. Excellent
  6. The X Factor

Let’s talk about Levels 5 and 6.

As consumers, when an employee does their job well, we typically consider that excellent and exceptional.  The Experience Factor says, “Raise your standards!”

Excellent service is a bit rare, like spotting a Northern Hairy-Nosed Wombat.  It occurs when you, the customer, experience a level of service that is not only exceptional, it’s unexpected, welcomed and memorable.

The X Factor is when a business or employee delivers a level of service that leaves the consumer in awe.  The X Factor is when a business or employee makes a conscious effort to exceed your expectations, provide a personalized experience and excel at every touch point.  It’s about a 1% difference between excellent and X Factor.  It’s an employee mindset: always looking for ways to take it up a notch, to make the difference.  The X Factor is the rarest of service experiences.

Ask our clients: we are educated consumers who have high standards. It’s our job to educate our clients in order to take their service to the X Factor level (that’s level 6! I haven’t even achieved that level with Angry Birds!).

When was the last time you experienced X Factor service? Was it really the X Factor, or was it just a “given”?  Throw some examples at us!  And what about your business…do you have the X Factor?  We will give you our opinion.  And remember, we can agree to disagree, as long as you know we’re right!

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Snowflakes and Employees

by Kelly Ketelboeter on December 17, 2010

As I watched the snow falling yesterday I couldn’t help but notice the beauty of each individual snowflake. So intricate.  So delicate.  So inspiring. And each flake so different. As my mind wandered to leadership I discovered a connection to employees. Each employee possesses their own beauty. Their own intricacies. They are delicate in their own right. Working to inspire and make a difference for the people around them. And how each employee is in fact so different.

Often times leaders try a blanket, one size fits all approach when working with employees. Failing to see how different each employee is. Failing to recognize that each employee is motivated in different ways. Failing to understand how to communicate with each employee. Failing to recognizing the beauty of their diversity.

Employees need to be led, coached and approached differently. As leaders we need to meet them where they are at, not where we are at. We need to provide information, feedback and motivation to meet the individual needs of each employee. Employees bring unique experiences and perspectives to the work place. They bring different levels of knowledge. They learn differently, they listen differently and they care about different things. As a leader it is our job to discover what each individual employee needs to be successful. We must then use that information as we help lead them to success for and within themselves.

There are however, a few things that must be consistent across the board no matter what employee you are working with. Effective leaders consistently coach, train, recognize, reward and hold everyone accountable to the standards, goals and expectations for performance and within the organization. How you provide this information and the opportunities to do so will be different. Employees must first understand the standards, goals and expectations. It is then up to us as a leader to teach them, provide feedback, celebrate the success and ultimately hold them accountable. This is how you create an equitable work environment. Treating everyone with the same one size fits all approach doesn’t create equity, encourage engagement or recognize the individuals that make up our team.

Just as each falling snowflake is unique, I encourage you to remember the uniqueness that each employee brings to your organization. To achieve high levels of success we must capitalize on that uniqueness by treating each employee as an individual.

We would love to hear your thoughts. Should leaders treat all employees the same? How do you create equity in your organization or on your team?

Until then enjoy the snowflakes or the sunshine depending on where you are!

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Internet and iPhone and Blackberry, Oh MY!

by Jen Kuhn on July 8, 2010

In this age of technology, I often wonder whether or not we are too connected.  Gone are the days when we each had a level of anonymity or uninterrupted time to ourselves.  Today we have the ability to stay in touch with everyone, at any moment.  *Cue flushing toilet*

Has our ability to stay connected surpassed our ability to handle the technology?  Have employees become more productive as a result of having so much technology at their fingertips?  *Cue texting* Have leaders become more effective as a result of being able to check their email, voice mail, texts and status updates at any time, in any place?  *Cue small child, “Mom, mom, mom, ma, mom, mom, mommy, ma, ma…* Is it a better work environment knowing that you can be contacted 24/7?  *Cue beach sounds as you “enjoy” your vacation* Have we learned to use technology to benefit our environment, or has technology made us a bunch of jack of all trades, giving full attention to none?

I give you Exhibit A:

YouTube Preview Image

What would happen if you turned off technology for two (waking) hours a day?

We would love to hear your opinions on how technology has impacted your professional performance and effectiveness.  And out of curiosity, how many of you were reading this while doing something else (like attending a meeting, watching TV, nursing a baby)?

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Leadership Lessons from the Garden

by Kelly Ketelboeter on May 20, 2010

One of my great joys in life is gardening.  I anxiously await spring each year and count down the days until I can get outside and play in the dirt!  This past weekend I spent 6 long hours in my yard planting bulbs, annuals, hanging baskets and pots.  It was so much fun and the weather was perfect!  As I spent the entire next day on my couch recovering from all my planting (I am not as young as I used to be!) I started to think about how gardening relates to leadership.  Lessons in leadership are literally all around us.

1. Preparation is key.

This is not my favorite part of gardening but it must be done if you want that beautiful garden.  To prepare my garden for the season, I had to clean out all the leaves, sticks, rocks (I have no idea how so many rocks get into my garden) and all the acorn shells our lovely squirrels harvest, hide and eat all winter long.  I have to weed, turn the soil, lay down some compost and add some new dirt.  All this preparation, I have learned, will pay off in the end.

It reminded me of how leaders must prepare their teams every day.  Successful leaders must remove obstacles that stand in the way of accomplishing the goals and strategies of the organization.  They must make sure staff is prepared with all the tools they need to accomplish those goals.  Leaders must take great care in preparing staff and by doing so, staff will be successful and so will the leader.  How do you prepare your team for success?  What obstacles have you removed?  What obstacles still stand in your way?

2. There’s a lot of trial and error.

We have lived in our current house for almost eight years.  It has taken me about that long to determine what type of plants and flowers will grow best in my garden.  I have some sunny spots and lots of shady spots.  And for some reason these spots tend to shift over the years.  I also learned you have to pay attention to when things will bloom, how far apart they need to be planted, how often they need water, how tall they will grow or even how wide they will grow.  I had to try certain plants and find what worked for my garden.  I discovered just because something worked in someone else’s garden didn’t mean it was going to look the same or work in mine.  I have planted things, torn things out, moved things and separated others.  I invested a lot of money and effort into my garden and I had to accept the fact that some things would work and some things wouldn’t.

Leadership is not a one size fits all approach.  Your managers and your staff require different conditions to enhance, maintain or improve their performance.  What worked with one may not work with another.  A leader will discover what works through her own trial and error process.  Leaders must be open to changing the game plan.  They have to recognize what things need to be torn out, what things need to be moved and what things will work.  Each leader must design her own leadership compass and leadership approach.  Just because it worked for Jack Welch or Vince Lombardi doesn’t mean it will work for you and your conditions.  What is the condition of your team?  How do you approach each staff member?  What have you learned over the years?  What works for you?  What doesn’t work for you?

3. Continued attention and care are critical.

Just because I prepared my garden, learned what works and planted my spring plants, doesn’t mean I can wash my hands and walk away.  I constantly need to monitor my plants and flowers.  I must pay attention to when they need water, when I need to fertilize them and when I need to rotate them.  I have to continually work to get rid of weeds that are trying to choke out my plants and take over.  I have to prune them and remove the dead blooms.  And most of all I have to spray everything so the deer won’t treat my yard like a 24 hour smorgasbord.  Every day I am in my garden doing something.  I learned a long time ago that planting and forgetting won’t turn out prize winning flowers or a garden.

Leaders must also do something everyday to lead their team.  They must interact, teach, mentor, communicate and provide necessary feedback.  This way the weeds (poor performance) won’t take over.  Leaders have to nurture their employees so they can expose their hidden talents.  They have shape their employees performance by providing positive reinforcement and taking advantage of teachable moments.  Just like a gardener, a leaders job is never finished.  What are you doing on a daily basis to lead your team?  How do you ensure your team is growing?  How often do you interact with your team?

I am sure my list, like my garden, is not complete.  What other leadership ideas have you planted?  What have you learned you through trial and error?  We would love to hear your thoughts!

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Six Things Your Employees Want

by Kelly Ketelboeter on April 29, 2010

The importance of our employees sometimes gets lost in the shuffle between focusing on the bottom line, meetings,  focusing on your customers, meetings, focusing on your brand and yes more meetings!  Employees directly impact your organizations bottom line.  They are the ones that bring your brand to life.  They are the ones that take care of your customers.  They are the ones that often get missed.

If your employees could write you a “Dear Santa” letter, I bet the following would be on it.

Your employees WANT:

1. To know what you expect

You may be thinking they know what’s expected, it’s on the job description.  All it really takes is common sense.  Let me ask you, when was the last time you reviewed your job description?  Does it really tell you what is expected?  Or does it tell you about the job duties?  And common sense, well let’s just say it’s not all that common any more.  What you consider common sense is not what someone else may consider common sense.  Clearly state your expectations and do it often.  Effective leaders coach to the expectations.

2. Training

Employees need to be given the tools necessary to be successful.  Make sure they get all the training they need to meet and exceed your expectations.  Teach them what success looks like.  Even top performers benefit from training.  If an employee is exceeding your expectations that’s fantastic!  Don’t just pile on more work or forget about them.  Help to develop other skills outside of their job duties.  Training helps to develop knowledge and skill sets.  What are you doing to help develop your employees?

3. Feedback

Feedback can be both positive and developmental.  Either way, be sure you give it to your employees and frequently.  Employees want to know every single day where they stand in terms of their performance.  Don’t wait for your annual performance review or even your quarterly review to provide feedback.  Let each person on your team know what they are doing well and where they need to improve.  Believe it or not employees want feedback and want it frequently.  Make providing feedback to your employees a priority!

4. Recognition and rewards

Most employees aren’t motivated long-term by money. A personalized, hand written note goes a lot farther than that 5 cent an hour increase in pay.  Recognizing employees both in public and private goes a long way in teaching them the right things to do.  And guess what, they keep doing those things!  When you recognize or reward an employee make sure you focus on specific behaviors and the impact of those behaviors on the expectations.  This way you will come across as sincere and the feedback is personalized.  Let your employees know you care and care enough to recognize and reward their efforts.

5. A coach and mentor

Employees want to be challenged.  A great way to do this is to coach and mentor them.  As we are challenged we need on-going support and guidance.  Ask your employees what their goals are.  Find out what will help them.  Ask for their input and feedback.  Show your employees the potential they have yet to realize.  We all have potential sometimes all it takes is someone to help us unlock it.  Set goals, review goals, celebrate successes, engage your employees by talking to them.  Provide the guidance they are craving, even if the craving hasn’t hit them yet.

6. A fun work environment

Fun at work?! Yes, fun at work.  We spend a lot of time at work.  A sure fire way to engage your employees is to make work fun so that the work is fun.  My good friend Tim Porthouse recently wrote a great article on creating fun at work.  It’s not about having games or contests or team building days.  It’s about connecting with team members and customers.  It’s about igniting a passion. It’s about creating an environment where people want to come to work, especially on a Monday!

What else do you think employees want?  How are you giving your employees what they want?  We would love to hear from you, I am sure we have only scratched the surface!

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The Untapped Market of Customer Service

by Jen Kuhn on April 14, 2010

I find little evidence of a positive customer service trend in businesses today.  I look for it at every opportunity.  I’m like a scientist, analyzing the data and concluding that most employees and companies don’t give a rip about their customers.  The average consumer receives below average service.  I’ve conducted scientific research.  The data supports my findings.  My research is highly respected in the scientific community.  The technical term for this scientific approach is called “shopping”.  I’ve listed behaviors of employees that support the fact that excellent customer service is an untapped market:

1. Argue with me:

If I present a problem or issue with your service or product, arguing with me makes you look bad.  Don’t give me excuses, show me results.  Remember: The customer may not always be right, but we must always do right by the customer.

2. Throw a policy at me:

“I’m sorry, that’s our policy.” Really? That’s all you got? Puh-leaze. Managers throughout the world, hear me roar, “Don’t let those words come out of your employees’ mouths ever again!”  If you have to quote a policy to me then you should not be in business. Seriously, hand over the keys to the store and let’s shut ‘er down. Customer service is about explaining the policy, not quoting it. If you don’t understand the necessity of the policy maybe you should consider changing it or learn why it’s important. If you’re still lost, ask yourself: does this policy protect our customers?

    3. Memorize your lines:

    You’re an employee, not an actor. What’s with the script? An employee from my bank recently called me in an attempt to sell me some kind of insurance.  It was so obvious he was reading a script. “Hello, *insert name here*, I’m calling to tell you about *insert product here*. This will help your children and spouse in case of your untimely death.” Wow, sign me up.  The fact that I don’t have children or a spouse seems to elude you.  And call me crazy, but I would never consider my death “timely”.  Please, take the time to know what you are offering without the need for a script.  Show me you care and maybe I’ll listen.

      These are just 3 customer service behaviors that drive customers away.  Imagine how many more exist within your company. By improving your customer service you will be tapping into a market that many businesses have overlooked.  Go for it! Your bottom line depends on it.

      Please share your thoughts on customer service gone awry.  What drives you crazy?  Is it a short drive?  We’d love to hear your thoughts…

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      4 Sure Fire Ways to Alienate Your Employees

      by Kelly Ketelboeter on April 6, 2010

      I am sure we have all experienced an ineffective manager (also known as the bad boss) at one point in our professional lives.  The bad boss does exist and is still alive and well in many of today’s work environments.  Bad bosses drive good employees to your competition, keep under-performing employees in place and slowly but surely alienate customers and team members.  Based on my experiences, below are the top four ways that ineffective managers alienate employees.

      1.  They apply the “do as I say, not as I do” mentality.

      Ineffective managers do not lead by example.  Their behaviors do not support the mission, vision or standards for the organization or the department.  Bad bosses talk at their employees rather than with them.  They demand and command excellence without modeling the behaviors it takes for employees to be successful.

      Effective managers know that the single most effective way to impact behavior is to be the role model and lead by example in all that they do.  Employees don’t always listen to what you say, instead they watch how you behave.  The effective manager understands that their behavior directly impacts the behavior of their employees.

      2.  They only talk to employees when there is a problem.

      The ineffective manager prefers to stay in his/her office, behind closed doors.  That way they don’t have to interact or deal with their employees.  The only time you hear from the bad boss is when you screwed something up.  Only then are they quick to communicate with you.  When an employee gets pulled into the office everyone on the team knows that he/she is in trouble.

      An effective manager knows that consistent and performance based feedback is an on-going and necessary process.  They understand that employees learn from the things they do well instead of the mistakes they make.  The effective manager has frequent conversations with employees that balance positive as well as developmental feedback.

      3.  It is clear who the “favorite” employee is.

      The ineffective manager clearly has favorites on his/her team.  They often get rewarded with easier projects, long lunches, preferential treatment and can be found in the bosses office on the rare occasion that their door is actually open.  The bad boss does not hold these folks accountable and often excuses performance issues.

      The effective manager does not have any favorites on the team.  They value each and every team member for the strengths and opportunities they bring to the team.  They share the work load and are consistent in their feedback and behaviors across the board.  You exceed the expectation, you get recognition.  You don’t meet the expectation, they will coach you.  The effective manager sees the potential in all employees and works with everyone to harness that potential.

      4.  They consistently violate the core values of the organization.

      Most organizations have standards and core values that apply to how they do business, interact with others and serve as the guiding principles for all that they do.  Bad bosses blatantly ignore the poster on the wall in their area outlining the core values.  Clearly those apply to everyone else and not them.  Their behaviors are in direct opposition to what the company stands for.  As a result employees are confused and become disengaged.

      The effective manager believes in, lives and demonstrates the core values of the organization in all their interactions.  Again the effective manager knows that they must behave and model the expectations if they expect their employees to do the same.

      I realize that these 4 examples only scratch the surface of how ineffective managers alienate employees.  We could probably write a book on 1 million ways to alienate employees!  What experiences have you had with a bad boss?  What would you add to the list?

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      The Break Up

      by Kelly Ketelboeter on April 1, 2010

      I couldn’t help but laugh out loud when I saw this clip on You Tube.  It captures the very essence of what organizations are doing to their customers.  Too many organizations have lost their focus, the people that make their business successful.  Customers and employees.

      As I watched the clip I saw how this “break up” applies to the employee experience just as much as it does the customer experience.  It has been said that employees don’t leave a company, they leave because of their manager.  And they “break up” with their manager for many of the same reasons a customer breaks up with a company.

      YouTube Preview Image

      Do you really know your employees?
      What motivates your employees?  What’s important to them?  Where do they want to be in three years?  What allows them to exceed expectations?  What keeps them from meeting expectations? How do they view their role in your organization?  How do they contribute to your mission?  Managers have got to talk to their employees more than once  a year and about more than their performance.  It’s about finding a balance.  Show your employees you care and value them.

      How are you focusing on the needs of your employees?
      In the clip, the advertiser is only focused on his needs.  He isn’t listening to his customer.  And he does all the talking. Many managers think that talking to their employees will increase performance and change behaviors.  For the vast majority this approach doesn’t work.  You have got to engage in two-way conversations with your employees.  It’s the only way you will find out where they are at, what they are doing and how they can get to the next level.

      What do your employees need from you in order to be successful?
      One size does not fit all when it comes to coaching and leading your employees. Coupons were not the answer to get the customer in the clip to stay.  More training, increased emails, one-on-one monthly meetings aren’t necessarily going to cut it for your employees.  You have to know where they are today with their performance and where they need to be in the future.  And as the manager it’s your responsibility to help get them there.

      Are you listening to what they are telling you and acting on it?
      Having information is only part of the equation.  Knowing is not enough.  Willing isn’t enough.  You have got to act.  Are you acting in a consistent and deliberate manner to help your employees?  How does that support their goals, the departmental goals or the organizational goals?

      Make sure your employees don’t break up with you by showing you are invested in them!

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      Wanted: Inspiration

      by Jen Kuhn on March 28, 2010

      “I’ll be more enthusiastic about encouraging thinking outside the box when there’s evidence of any thinking going on inside it.” ~Terry Pratchett

      I’m sitting in a hotel room.  It looks exactly like the one I was in last week. That idea comforts and disturbs me.  I could be anywhere.  Yet according to this ad, this is what business travel looks like: YouTube Preview Image

      Yep, that’s me, prancing across the lobby. If that’s supposed to be my check-in experience, I’m doing something wrong.  Yet when I checked-in this morning, there was a difference: the person working at the front desk (Jimmy).  His attitude pulled me out of what I call my “travel apathy” (if you say it really fast, it’s one word).  You just said it 3 times, didn’t you?

      He noted I’d been a guest here before and welcomed me back.  I responded politely (that’s travel apathy). He asks, “What do you do that allows you to travel so much?”  I gave him the 30 second, canned version (what’s it called? Yep…travel apathy).  He gave me a great big smile, “That must be so much fun! AND you get to travel.” Someone drank the kool-aid.

      Suddenly I felt like I owed him more than polite responses, because he was connecting, being real, being human.  And…he knocked the travel apathy right outta me!  I was actually reminded that I love what I do, and that’s why I do it.  I expanded on my response and allowed myself to connect.  May not seem like much to you, but I’d left for the airport at 5 AM, and I prefer to only see 5 in the PM.

      Jimmy reminded me that I’m here for a reason. He reminded me. And I guess Mr. Marriott is not just blogging (Home), he’s inspiring.  One of his employees is making a difference.

      So who will you inspire?  One person can make a difference.  You won’t always know the who, what, when, where, how and why…but you will inspire.  Go for it.

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      Team Building Tuesday

      by Jen Kuhn on March 16, 2010

      Working with businesses throughout the U.S. and Canada, I often get asked how effective teams are created.  There is no easy answer.  Creating a team is complex and requires effort, dedication, strategy and willingness. Creating a team is serious business. And it’s important to your bottom line. When employees are unhappy, disengaged or just going through the motions: your business takes a hit and your consumers pay the price.  Not a goal of any business I know.

      In her blog, “Laughter is the best medicine – and productivity booster”, Cathy Leibow discusses the research supporting having fun at work. There is a direct correlation between enjoying your work environment and creative, productive employees.  If those are behaviors you want from employees, I encourage you to consider creating opportunities that inspire those behaviors.  Check out some of the suggestions here: http://bit.ly/czXulx

      Some additional ideas:

      1. Allow employees to have a few pictures of family/friends at their work station
      2. Have a potluck lunch once a month (I’ll bring the paper plates…you don’t want me to cook anything!)
      3. Share personal success stories through your internal communication system (ex. “Jen finished her first half marathon this weekend…could someone pick her up off the floor?!”)
      4. Post employee pictures (most employees do not even know what employees from other departments/areas look like, yet they talk on the phone to give/receive information almost daily)
      5. Sponsor a “Meet and Greet” night with one rule: No one is allowed to talk about work (you may have to get creative and have some activities prepared…feel free to contact me if you need some ideas)

      Research has proven your employees productivity will increase when they feel more connected to your company.

      • What are you going to do to create a stronger team?
      • What opportunities do you have, with your current resources, to foster a team environment?

      If you have additional ideas or suggestions, please share them!  I’d love to hear what people are doing that’s making a difference.


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