BenchmarkPortal
12 KPI RealityCheckTM Survey For
Inbound Customer Service Call Centers
Thank you for participating in our research into call center best practices.
In addition to this Survey, we also have in-depth RealityCheckTM Surveys for the following types
of centers in development:

Inbound Technical Support to External Customers
Please make note of the following regarding this Survey:
1. An inbound call center is defined as any group of telephone Agents whose calls are
distributed by an automatic call distributor (ACD) to the next available Agent.
2. Please use one questionnaire for each call center in your company.
3. Your individual performance data will be kept in strict confidence on our secured server.
4. When submitting this survey, please include all supporting documentation.
5. Please use US Dollar equivalents when responding to all questions concerning moneys.
6. When you have completed this Survey, you may submit your data by one of the following
methods:

FAX your completed Survey to: (805) 618-1557, or

MAIL your completed Survey to:
BenchmarkPortal, LLC
126 E Constance Avenue
Santa Barbara, CA 93105
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Copyright © 2013, BenchmarkPortal, LLC.
Participant Information
(Please fill in completely)
Name
Title
E-mail Address
Company Name
Mailing Address
City
State/Province
Postal/Zip Code
Country
Phone Number
Extension
FAX Number
Toll-Free Number of Your Call Center
Referred by:
If you have a problem completing your questionnaire, or you have any questions
concerning benchmarking, please e-mail our survey team at:
surveys@benchmarkportal.com
Telephone us between 8 AM and 5 PM Pacific Time, Monday through Friday at:
(800) 214-8929 ext. 2
From the Industry Groups Below, Please Circle One
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Industry that Best Represents Your Company
1. Catalog - Retail/Wholesale
2. Chemicals – Consumer /
Industrial /Pharmaceutical
3. Computer - Hardware
4. Computer - Software
5. Consumer Products Consumables
6. Consumer Products - Durable
Goods
7. Consumer Products - Electronics
8. Consumer Products - NonDurable Goods
9. Consumer Products – Other
10.Education
11.Financial Services - Annuity
12.Financial Services - Banking
13.Financial Services - Brokerage
14.Financial Services - Credit Card
15.Financial Services - Other
16.Freight - Rail/Trucking/Shipping
17.Government - Federal
18.Government – Local
19.Government: State/Provincial
20.Government – State: Soc. Svcs.,
Health & Welfare
21.Government - Service Providers
22.Government - Service Providers,
Health Care
23.Health Care - Medical Equipment
24.Health Care - Provider/Hospitals
25.Health Care - Support Services
26.Immediate Response Services
27.Insurance - Health
28.Insurance - Life
29.Insurance - Other
30.Insurance - Property & Casualty
31.Level 1 Tech Support
32.Manufacturing Industrial/Construction
33.Manufacturing - Light
34.Manufacturing - Transportation
35.Media - Infomercial/Direct
Marketing
36.Media – TV / ISP / Cable / Dish /
Radio
37.Media – Publishing / Newspaper
/ Magazine
38.Not for Profit
39.Telecom - Cellular/Wireless
40.Telecom - Service/Landline
41.Telecom - Technology
42.Toll Operators
43.Transportation
44.Travel & Hospitality
45.Utilities - Energy Reseller
46.Utilities - Investor Owned (IOU)
47.Utilities – Municipal
48.Other
Don't worry if you don't have the answers to ALL the questions. If you're not sure of an answer, give it
your "best estimate" and then choose "estimate" on the items that aren't precise.
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1 of 13. How many inbound calls per year are directed to your call center?
Calls offered annually:
(Calls offered is the total number of calls you receive in a given year. This number is provided by your
ACD.)
__________ ___ estimate?
2 of 13. Of all the calls handled annually by your center, how many are handled by each of the
following two categories?
In each area, please enter the appropriate number of calls handled.
Annual call volume handled by your agents
__________
___ estimate?
Annual call volume handled completely by your IVR
__________
___ estimate?
(“Completely by your IVR” means that the call did not require a live Agent to complete the call and
therefore, it was handled by caller “self service.”)
__________ ___ estimate?
3 of 13. How many agents work at your call center?
Full-time agents:
(Fill in the number of full-time Agents employed in your call center.)
Part-time agents
__________
___ estimate?
(Fill in the number of part-time Agents employed in your call center.)
__________
(An employee who is employed for an average of 20 hours per week or less)
___ estimate?
4 of 13. How do you compensate your agents?
Average hourly starting wage for front-line agents.
(Gross hourly wage)
$ __________
___ estimate?
5 of 13. Over the past 12 consecutive months, what were your average inbound performance timebased metrics?
Average speed of answer (ASA) in seconds:
(This is the total queue time, divided by the number of calls handled. This includes both IVR-handled
calls as well as calls handled by a live Agent.)
__________ ___ estimate?
Average talk time (ATT) in minutes (includes hold time):
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(This is the average amount of time an Agent spends talking with a customer during the course of one
phone call.)
__________ ___ estimate?
Average after call work time (ACWT) in minutes:
(This is the average amount of time an Agent spends on performing follow-up work after the Agent has
disconnected from the caller.)
__________ ___ estimate?
Average caller hold time in seconds while on the phone with an agent:
(This is the average amount of time, in seconds, that a caller is on hold after being connected to an
Agent. Most ACD systems provide this number.)
__________ ___ estimate?
6 of 13. What is the average number of calls that an agent handles per hour?
(This is the average number of calls that an Agent handles per hour.)
__________
___ estimate?
7 of 13. Over the past 12 consecutive months, what were your average inbound performance
percentage-based metrics?
Average abandoned in percent:
(This is the percentage of calls that get connected to the ACD, but get disconnected by the caller before
reaching an Agent, or before completing a process within the IVR.)
__________ % ___ estimate?
Agent occupancy in percent:
(This is the percentage of time that an Agent is in their seat connected to the ACD, and either engaged
in a call or available to answer a call. )
_________ % ___ estimate?
Average calls transferred in percent:
(This represents the percent of calls transferred from the original Agent that connects with the
customer.)
__________ % ___ estimate?
8 of 13. What is the annual percentage turnover of your full-time agents?
(This includes promotional turnover and those leaving the center; however,
should not include turnover incurred during new-hire training.)
__________ % ___ estimate?
9 of 13. Does your call center have a formal process to collect the caller’s satisfaction regarding
their experience with how their call was handled?
____ Yes ____ No
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10 of 13. If your call center has a formal process to collect caller satisfaction (also known as caller
feedback), what is the primary method you use to collect caller feedback on their call experience?
___ After call IVR surveys
Customers routed into an IVR survey to share their feedback.
___ Follow-up outbound (live agent) calls
Customers provide feedback to individual who has called them to survey them.
___ Follow-up email surveys
Customers respond to email surveys to share their feedback.
___ Follow-up mail surveys
Customers send in paper or postcard surveys with feedback.
___ Other
11 of 13. If "other", then please describe the method you use to collect caller satisfaction?
_______________________________________________________________________________
________________________________________________________________________________
12 of 13. On average, in the past 90 days what percentage of your callers gave you a perfect score
on the question, “Overall, how satisfied were you with the service you received during your call to
our center?”
(a “highest” score of 5 out of 5, or the top of whatever scale you use)
Highly satisfied_______ % ___ estimate?
13 of 13. On average in the past 90 days, what percentage of your callers gave you the lowest score
on the question, "Overall, how satisfied were you with the service you received during your call to
our center?"
(a “lowest” score of 1 out of 5, or the top of whatever scale you use)
Highly dissatisfied_______ % ___ estimate?
Thank you for participating in this survey.
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GLOSSARY OF TERMS FOR I NBOUND CENTERS
A
Abandon Rate: This is the percentage of calls that get connected to the ACD, but get disconnected
by the caller before reaching an agent, or before completing a process within the IVR. The abandon
rate is the percentage of calls that are abandoned compared to calls received.
ACD: See Automatic Call Distributor
Adherence to Schedule: A measure of whether agents are “on the job” as scheduled. This
percentage represents how closely an agent adheres to his/her detailed work schedule as provided by
the workforce management system. 100% adherence means that the agent was exactly where they
were supposed to be at the time projected in their schedule. The scheduled time allows for meetings
with the supervisor, education, plus answering customer phone calls. The question, “how often do
agents deviate from their schedule” is answered by this metric.
After Call Work Time: Call-related work that is done when an agent is not on a call. This is the
cumulative sum amount of time agents spend on performing follow-up work after the agent has
disconnected from the caller, divided by the total number of calls handled by agents. The data for after
call work time is taken from the ACD and should be calculated by individual and group, daily, weekly,
and monthly.
Agent: A general term for someone who handles telephone calls in a call center. Other common
names for the same job include, but are not limited to: operator, attendant, representative, customer
service representative (CSR).
Agent Development: A process designed to address the Agent’s individual needs, and to help them
build their work skills, and achieve their career objectives. This may include, but be not limited to work
behaviors expected, taught, measured and tracked, continuous education offered and encouraged, and
career planning.
Agent Satisfaction Measurement Process: A process designed to obtain feedback from all Agents,
and aggregate this information into actionable reports that drive improvements in the call center that
are Agent-centric.
Agent Turnover: The number of agents who left their “agent job” (voluntarily and involuntarily)
during the previous 12-month period, divided by the sum of agents working and hired during the same
period, less those who left their job during the expressed period. The value is expressed as a
percentage. The average number of agents working is calculated by taking the sum of the beginning
year agent head-count plus the end of year agent head-count and dividing that sum by two. Do not
include attrition during training.
Annual Turnover
%  
P

  100
B RP
Where:
B = the total number of Agents working during the specified period;
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R = the number of new-hires during the specified period; and
P = the number of Agents that left the center during the specified period.
Analytics and Reporting Process: A process designed to provide a means to collect, store, and
analyze call center performance data, and caller inquiry data. The visible products of this process are
actionable reports for Agents, Supervisors, Mangers, and other departments in the company. As
financial margins are often less, small centers are more subject to “bleed red” when not managed
efficiently. When properly used, analytics and reporting enable managers to run the center as a
corporate asset as opposed to a liability.
Automatic Call Distributor (ACD): a device used to manage and distribute incoming calls to a
specific group of terminals (agents).
Automatic Number Identification (ANI): ANI is a service of telecommunications carriers, which
identifies the telephone number of the calling party. It is commonly used for billing, call routing and
database synchronization. There are several specific technologies that fit under the umbrella of ANI,
including caller ID.
Auxiliary (Aux) Time in Percent: This is the average amount of time per shift, in percent, that an
agent is logged into an Aux state. When in an Auxiliary state, agents are not engaged in ACD work.
Auxiliary time may include, but is not be limited to times for breaks, training, meetings, off-line work,
etc. Although many Auxiliary states may become used, After Call Work Time is not a condition of
Auxiliary Time and therefore it is inappropriate for Aux codes to be used as such. This should include
all authorized off-line time, i.e., time set aside for handling e-mails, training, or other job-related tasks.
Average Attendance in Percent: Actual number of shifts worked divided by the planned number of
shifts times 100. This is a percentage representing how often an agent is NOT absent from work due to
an unplanned absence (not to include excused absences, i.e., vacation, FMLA, jury duty, etc.). Take
the total number of unexcused absences and divide it by the total number of absenteeism opportunities
and subtract that number from 100.
Average Cost per Call: This is the sum of all costs for running the call center for the period divided
by the number of calls handled in the call center for the same period. This would include all calls for all
reasons whether handled by an agent or technology, such as IVR.
Average Handle Time: An internal metric that is the sum of talk time, hold time, and after call work
time.
Average Overall Processing Time: This is the sum total of agents time plus automated email
response system time required to generate an email response divided by the total numbers of emails
handled by a contact center within a 24 hour period of time..
Average Occupancy in Percent: This is the total staffed time logged in to the ACD (including
ready/available, engaged on call, in ACW, in AUX, or other active states), divided by the total
scheduled hours at work.
Average Response Time: This is an average of the amount of time rounded to hours that elapse for
a contact center to respond to an inbound email customer service message.
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Average Sale Value per Sale: When agents are taking orders, it becomes important to know the
average sale value of individual sales. This number is determined by taking the total sales in dollars
during a period of time, let’s say a week, and dividing this by the total number of sale calls handled
during the same period of time.
Average Speed of Answer (ASA): This is the cumulative total length of time of calls in queue or
ringing before being answered by an agent, divided by the total numbers of calls answered. This
includes both IVR-handled calls as well as calls handled by a live agent.
Average Talk Time: This is the sum total of agents time in talk mode divided by the total numbers of
calls handled by agents.
Average Time in Queue: This is the cumulative total length of time of calls in queue before being
answered by an agent. It is the time in wait time incurred by a call directed to a split/skill, which
includes the time of wait during transfers. This is the average wait time that a caller endures waiting
for an agent to answer the telephone after being placed in the queue by the ACD. This differs from
average speed of answer because this calculation includes only calls that actually had a wait time. This
metric is also known as average time of delay. Most ACD systems provide this number.
Average Time to Abandonment: This is the average amount of time a customer will wait in queue
before abandoning.
B
Base Salary per Year: This is the gross annual earnings of an agent as represented on their pay
stub.
Benchmarking: A structured, analytical methodology designed to establish a reference point on
performance measures. The outcomes of this process enable practitioners to identify, assess, and
deploy optimal practices to gain and maintain a competitive advantage.
Best Practice: Best practice is the best performing metric in a category.
Bottom Box Agent Satisfaction: The percentage of lowest possible scores received on the question,
“Overall, how satisfied are you with your position?” (A “highest” score of 5 out of 5, or the top of
whatever scale you use.)
Bottom Box Caller Satisfaction: The percentage of lowest possible scores received on the question,
“Overall, how satisfied were you with the service you received during your call to our center?” (A
“highest” score of 5 out of 5, or the top of whatever scale you use.)
Budget: The annual call center budget is the total annual dollar amount allocated for all expenses
associated with the operation of the call center for which the call center manager is accountable. The
annual budget should include all fully loaded direct and indirect costs for budgetary line items such as
labor, benefits, and incentives for agents, management, training, and support personnel; HR costs
(e.g., recruiting, screening, training); telephony expenses (toll, trunks, equipment); technology
purchases/installation (hardware, and software); technology maintenance (hardware, and software)
network; furniture, fixtures, decorations, etc.; utilities (gas, water, power, UPS backup); maintenance
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(repair, janitorial, upkeep); supplies; overhead expenses and charge-backs for shared corporate costs
(e.g., legal, risk management, payroll administration, IT support, security, accounting, grounds
keeping, real estate, floor space, common areas, etc.) as applicable.)
Business to business: This is the percentage of calls exchanged with other businesses as opposed to
end-user (private) callers.
C
Calculated Cost per Call in Dollars: The quotient of annual budget divided by annual calls handled
(both IVR-handled and agent-handled calls). (Annual Budget / Annual Calls Handled)
Calculated Cost per Call Minute in Dollars: The quotient of annual budget divided by annual calls
handled (both IVR-handled and agent-handled calls), divided by average call handle time (the sum of
talk time and after call work time). ((Annual Budget / Annual Calls Handled) / Average Handle Time)
Calculated Calls per Full-Time Equivalent (FTE) in Dollars: The value derived from dividing the
annual budget by total FTE’s*. (Annual Budget / Total FTEs) *See FTE
Calculated Self Service in Percent: The value given from total number of annual calls handled by
the IVR divided by the sum of all IVR-handled calls and agent-handled calls, expressed as a percent.
((Annual IVR Handled Calls) / (Annual IVR Handled Calls + Annual Agent Handled Calls) * 100)
Call Center Performance Evaluation: This is a process designed to provide a visible means to
manage the call center and report its accomplishments to upper management. Properly implemented, it
defines those key performance indicators (KPIs) are optimal to manage the call center, determines the
frequency to collect and analyze performance KPIs, and provides an understanding and guidance of
how to manage (the center) if KPIs fall below goals.
Call Recording: A technology that enables call centers to capture and record most customer/agent
telephone interactions. See Call Quality Monitoring Process.
Caller Satisfaction: This is a state of mind that a customer has about a company in which their
expectations have been met or exceeded during their most recent interactions with the call center of
the company. This leads to company loyalty and product repurchase.
Caller Satisfaction Collection Process: An established routine process of gathering customer
feedback regarding their recent calling experience, such as after-call IVR surveys, follow-up outbound
(live agent) calls, follow-up e-mail surveys, etc.
Caller Self-Service Process: This is a process designed to a) to have the caller input into the IVR as
much information about themselves and the reason for their call to minimize live-Agent time, and b) to
migrate low-value call to the IVR where the caller’s question can be answered by the IVR without
talking to a live-agent.
Caller Service Recovery: This process is designed ensure that follow-up to “disgruntled” callers is
properly executed, their issues are understood, and where possible and reasonable, their issues are
acted upon and resolved with a win-win solution. This process is different from that of Service
Improvement in that it, Service Recovery, is designed to win back disgruntled or lost customers.
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Call Quality Monitoring: A process designed to observe and evaluate from 5 to 10 calls per month
for each Agent, and to record the evaluations on a monitoring form to be discussed to the Agent by the
Supervisor during the coaching process.
Call Routing Process: This is a process designed to ensure that each call is routed to the next
available Agent with the proper skills and training to handle the call in the most effective and efficient
manner possible. Call routing often includes identifying “high-value callers” and routing them to a
shorter queue.
Calls Blocked: The total number of calls that did not connect with the ACD divided by the sum total
number of calls offered plus blocked calls; shown as a percentage. These are calls that never make it
to your ACD. Examples of blocked calls are: “busy signals,” “number not in service” messages, etc. This
number is commonly furnished by the telecommunications provider.
Calls Handled: These are the total number of unique inbound calls received in a given year by the
center that are completed by a live agent, plus those completed by your IVR. The value for calls
handled must be equal to, or less than calls offered, and should be approximate to the value of calls
offered less those abandoned. This number is often provided by your ACD.)
Calls Handled by Agent: These are the total number of unique inbound calls received in a given year
by the center that are completed by a live agent. The sum of this value, when added to the sum of
calls handled by the IVR, should equal the value for calls handled by the center. This number is often
provided by your ACD.)
Calls Handled by IVR: These are the total number of unique inbound calls received in a given year
by the center that are completed by your IVR. The sum of this value, when added to the sum of calls
handled by agents, should equal the value for calls handled by the center. This number is often
provided by your ACD.)
Calls Offered: This is the total number of inbound calls received in a given year by the center. This
number is provided by your ACD.)
Calls per Hour: The total number of calls handled per agent per shift divided by the total hours
worked.
Calls Resolved on First Call: This is the total numbers of calls that were completely resolved during
the course of the first inbound call initiated by the customer (and therefore do not require a call back
to resolve the issue) divided by total numbers of calls handled by agents – expressed as a percent. Also
known as first call resolution (FCR) and first time final.
Calls Transferred in Percent: The total number of calls transferred by agents (due to their inability
to properly handle the call – for whatever reason), divided by the total number of unique calls handled
by agents. This would not include voluntary transfers to other departments after resolution occurs for
the initial call reason.
Computer-Telephony Integration (CTI): refers to the technology that enables the coordination
and integration of computer and telephone systems. Functions of CTI include: Calling Line Information
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Display, Screen Population (on call answer), On Screen Dial, Preview and Predictive Dial, & On Screen
Call Control.
Consumer to business: This is the percentage of calls exchanged with end-user (private) callers as
opposed to calls from corporate callers or other businesses.
Cost per Call: This is the sum of all costs for running the call center for the period divided by the
number of calls handled in the call center for the same period. This would include all calls for all
reasons whether handled by an agent or technology, such as IVR. You can also just calculate the cost
per call for agent-handled calls. The number of calls received will be captured by the ACD. The total
cost of the center can be obtained from your accounting department.
Cost per Contact:
a) Across all channels: This is the sum of all costs for running the call center for the period
divided by the number of contacts handled in the call center for the same period for all
contact channels, including phone (live agent and IVR), email, web-chat.
b) By channel: This is the sum of all costs for running the call center for the period divided
by the number of contacts handled in the call center for the same period for each contact
channel, factored by its percentage of total contacts for all channels for the period, as
follows:
1. Cost per Agent Handled phone contact = (Budget / # Agent Handled phone contacts) x (#
Agent Handled phone contacts / total sum of all contacts)
2. Cost per IVR Self-Service contact = (Budget / # IVR Self-Service contacts) x (# IVR SelfService contacts / total sum of all contacts)
3. Cost per Email contact = (Budget / # Email contacts) x (# Email contacts / total sum of all
contacts)
4. Cost per Web Chat contact = (Budget / # Web Chat contacts) x (# Web Chat contacts /
total sum of all contacts)
Cross-Sell: A cross-sell occurs when an agent recognizes that the caller might be able to use a
product from the same company, but in a totally different product line within the company. For
instance, an agent at a banking call center who is opening a savings account for a caller might
recognize the advantage for the caller to purchase a CD from the bank at a higher interest rate.
CTI: See Computer-Telephony Integration
Customer Access Channels: Customer access channels are the multiple ways that customers can
reach out and contact a company. A few of the obvious access channels are telephone, e-mail, fax,
normal mail, kiosk, and face-to-face.
Customer Centric: Placing the wants and needs of the customer as the central focus of all business
practices within the firm. Seeing your business through the “eyes of the customer.”
Customer Lifetime Value: The imputed dollar revenues or profits (depending on formula) generated
by the customer for as long as the customer remains with the firm.
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Customer Relationship Management (CRM): This process is designed to ensure that the Agent
taking a call is aware of all aspects of the caller’s information, including such things as purchasing
history, previous contacts, credit rating, channel preferences, value to the company, and many more.
The CRM process allows the Agent to use this caller information to better serve the caller’s needs
during the call handling experience.
Customer Retention: The process of keeping a customer as opposed to losing the customer to the
competition. A percentage of this figure would be the tenure of the average customer with the firm as
computed by the sum of the time of all customers with the firm divided by the number of customers.
Customer Satisfaction: This is a state of mind that a customer has about a company in which their
expectations have been met or exceeded over the lifetime of the product. This leads to company
loyalty and product repurchase.
Customer Share: The percent of those who purchase the item of interest from a given firm. This is
computed as the number of customers who purchase the item from a given firm divided by the
numbers of customers who purchase the item from all firms combined.
Customer Value Segment: Customer value segmentation strives to segment customers based on
their financial value to the company. This value is usually based on a combination of the total amount
of money that a customer spends with the company, and the profitability of that revenue stream. The
best example would be the frequent flyer programs that the airlines have. United, for instance, has the
following value segments with its frequent flyer program: a) regular frequent flyer, b) premium
frequent flyer, and c) 1K frequent flyer.
D
DNIS: Dialed Number Identification Service. A carrier service for 800/888 and 900 numbers that
forwards the number dialed by the caller to the called party.
E
Effectiveness Index: The index is calculated by statistically combining into an index those metrics
that are indicative of effective performance. This is considered to be quality and is impacted by
customer-focused processes.
Efficiency Index: The index is calculated by statistically combining into an index those metrics that
are indicative of efficient performance. This is considered to be productivity and focuses on the cost of
operating the business.
External Metrics: These are usually characterized as “soft” numbers as they are the collected
attitudes, opinions, and emotions of customers or other interested parties. The data may be collected
by survey, focus group, or interview methods. This represents the customer perspective.
F
Focus Group: A personal, simultaneous interview among a small group of individuals. It depends
more on group discussion than individual responses for the data generated.
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Full-time Agents: A full-time agent is considered as one who works 40 hours or more per week, or
whatever equivalent used by your center. In some cases, full-time agents are counted at 36 hour per
week. As this is an operational metric, the specific hours worked is less as important than the numbers
of agents working in the capacity of a full-time agent.
Full-time Equivalent (FTE): This is an operations and workforce metric that shows the amount of
labor used in terms of full-time workforce. It is derived by adding the cumulative sum of labor hours for
both full-time and part-time employees for a specified period and dividing its sum by 40.
Total FTE’s = (total average hours of full-time agents + total average hours of part-time
agents)/40
Example:
Agent
Type
Agent
Count
Average
Hours
worked per
week per
agent
Total
worked
hours
Combined
Workforce
Hours
Full-time
50
40
2000
Part-time
15
30
450
Totals
65
70
2450
2450
Standard
Total
Full-time
FTE’s
Equivalent
Hours
40
61.25
H
Help Desk: The term typically applied to an “internal” call center that handles primarily calls from
employees about technical problems with their computer, monitor, printer, and the like.
Hold Time: The cumulative sum total of all hold time, divided by the number of calls placed on hold
for the period measured.
I
Information Access: An internal process designed to make all information needed by the Agent
easily accessible on the Agent’s desktop for quick and accurate answers to caller’s questions. In theory,
the Information Access process defines those access points used by agents to tap into the knowledge
base management system (KBMS) of the company.
Internal Metrics: These are generated by computers internal to call center technology (PBS, ACD, or
VRU) or through departments such as Accounting, Finance, or Human Resources. Internal metrics are
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commonly perceived as “hard” numbers. Examples include average handle time, queue time, and
abandon rate. This is generally not representing the view the customer has of your company.
IVR: Interactive Voice Response. Technology that allows a customer making an inbound call to interact
with the data systems by responding to a menu of options. Responses are typically entered by pressing
the keys on the telephone keypad; however, voice recognition is becoming more commonly integrated
into the process, thus providing a more useful tool.
IVR Opt Out: Measure in percent, this is the number of callers who during their call to your center
initially attempt finding solutions via the IVR, but then elect to speak with a live agent. This is not the
same as those who choose to speak to a live agent as an initial menu option.
L
Labor Union: A legally recognized professional body organized for the purpose of supporting the
needs of its members through the collective bargaining of wages, benefits, and working conditions.
M
Minutes of Telephone Usage: This is the annual number of minutes of telephone usage by the call
center for calls. This does not include the phone usage for executive, administrative, and support
personnel. This number is often provided by your telecommunications service provider (the phone
company).
Moment of Truth: MOT is a critical interaction between the customer and the product or service or
employee that determines whether the customer will continue to purchase from the vendor.
O
Occupancy: See Average Occupancy in Percent
Order Taking and Tracking: This is a specific function of customer service and it means that this call
center specializes in just taking orders and tracking orders.
Outbound Performance Metrics: These are all the measurements that indicate the performance of
an outbound telephone agent. Examples might include calls/agent/shift or sales/agent/shift.
Outsourcing: The process of contracting through a third-party, teleservices company to manage the
call handling experience for a company that: a) doesn’t have the core competency to handle telephone
call from its customers, and/or b) has too many calls to handle for its existing base of trained Agents.
The third-party teleservices company typically specializes in call handling as their only core
competency.
P
Part-time Agents: A Part-time agent is one who works a part-time schedule of less than 36 hours per
week or whatever equivalent part-time cap is used by your center. In some cases, part-time agents are
counted as agents that do not work more than 36 hour per week. As this is an operational metric, the
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specific hours worked is less as important than the numbers of agents working in the capacity of a
part-time agent.
Peer Group: Peer group does not necessarily connote competitors, but most often are the call centers
that have the same profile of activities that you have. For instance, a peer group might be all call
centers handling mostly inbound calls that are mostly business-to-business in a call center of over 100
agents for a company with annual revenues of over one billion dollars.
Percent Abandoned: See Abandon Rate
Percent Agent Utilization: Agent utilization is a calculated metric reflecting the percentage of an
agent’s shift where the agent is logged into the system, engaged in active “telephone mode” which
involves “talk time (ATT)”, “hold time (AHT)”, and “after-call-work time (ACWT).” Utilization equals the
product of average call handle time (talk time + hold time + after call work time) and the average
number of inbound calls per agent per shift (ACPS), divided by total time the agent is connected to the
ACD and ready to handle calls during a shift, i.e., occupancy in minutes.
Utilizatio n  (
 ATT  ACW  ACPS  ) X 100
Occupancy _ in _ min .
Percent Attendance: See Average Attendance in Percent
Percent Blocked Calls: See Calls Blocked
Percent Calls Handled on the First Call (aka, First Time Final): See Calls Resolved on First Call
Percentage of Calls Placed in Queue: See Average Time in Queue
Percentage of Calls Transferred: See Calls Transferred in Percent
Public Business (or Branch) eXchange (PBX): a telephone switching device owned by a private
company vs. one owned by a common carrier.
Q
Queue Time: See Average Time in Queue
R
Real-Time Expert Hub: A process designed is to enhance the probability that each call is completed
on the first call. A Real-Time Expert Hub is often staffed by subject matter experts (SME)
Rejection: The customer’s state of mind such that disengagement from the current relationship has
already been decided and has been or soon will be implemented. Negative word of mouth is likely to
occur.
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S
Service Improvement: A process designed to use caller feedback from the call handling experience
to improve how future calls are handled. Properly implemented, it involves conducting caller feedback
surveys, documenting complaints, fixing the caller’s problem, and the process that caused the problems
of the caller.
Service Level: This is a broad-based term that is used to measure productivity; however, its use is
not exclusive to the productivity of call handling. In contact centers it commonly defines X amounts of
output in Y amounts of time. For example 80 percent of calls answered in 20 seconds.
Skills-based Routing: A technology enabling the routing of calls to agents assigned a particular skill
or set of skills. A common component of most ACD systems
Span of Control (Agents to Supervisor Ratio): This is the total number of agents, including leads
(if used) assigned to the control of each supervisor.
Speech Recognition: A technology designed to use interpreted human speech that enables people to
interact with a computerized (telephone) system
Subject Matter Expert (SME): Specific to an organization, business unit, process, or item this is a
designation provided to someone who demonstrates exceptional levels of expertise, knowledge, and
abilities in the performance of a particular job-skill, task, or function related to the topic: a person that
has an extended sense or in-depth knowledge of a particular subject.
T
Talk Time: See Average Talk Time
Telephone Grade of Service (80% of calls answered in xx seconds): This is a productivity
measurement of the average time in seconds it requires for the center to answer 80% of its calls
offered. This differs from standard service level measurements that set a goal in time to which the
center shall attempt to handle a prescribed volume of calls within.
Use the following formula to calculate this value: Let X = your service level time; let Y = your service
level percentage; S = the time in which 80% of calls are answered. S = (X * .80)/Y). For example, if
you answer 93% of your calls in 20 seconds the results are as follows: S = (20 * .80)/.93 = 17.20
seconds.)
Total Annual Budget: The annual dollar amount allocated for all of the expenses associated with the
call center including (but not limited to): telecommunications expense, salaries, incentives, equipment,
and supplies. See Budget
Top Box Agent Satisfaction: The percentage of perfect scores received on the question, “Overall,
how satisfied are you with your position?” (A “highest” score of 5 out of 5, or the top of whatever scale
you use.)
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Top Box Caller Satisfaction: The percentage of perfect scores received on the question, “Overall,
how satisfied were you with the service you received during your call to our center?” (A “highest” score
of 5 out of 5, or the top of whatever scale you use.)
Total Calls Offered: See Calls Offered.
Touch-point: Touch-point is a “buzzword” for customer access channels.
U
Up Sell: To sell a higher value product to an existing customer. For example, to lease a more
expensive copier to an existing customer. Also, see Cross Sell.
Utilization: Utilization is the percentage of an agent’s shift where the agent is logged into the system
and engaged in active “telephone mode” which involves “talk time (ATT)”, “hold time (AHT)”, and
“after-call-work time (ACWT).”
V
Value-based Routing: A programmable form of Skills Based Routing targeted at Customer Value
where customers are ranked in value and their calls are directed to designated agents.
Value Creating Gap: This represents a performance gap where your call center is doing better than
your peer group.
Value Destroying Gap: This represents a performance gap where your call center is doing worse
than your peer group.
Voice Response Unit (VRU): See IVR.
W
Web Chat: An interactive keyboard messaging exchange between a customer / client / individual and
a customer support representative (CSR) conducted over the company’s internet web site.
Web Chat Session: This is the total elapsed time from the beginning to the conclusion of an
interactive Web Chat exchange, expressed in minutes.
Workforce Management: Related to Workforce Optimization, a technology often used for call
forecasting and agent scheduling through historical call data. Other functions of workforce
management may include skills-based scheduling, schedule adherence, time-off administrations,
performance management tools and reporting
Workforce Optimization: A process designed to ensure that the right Agent with the right skills is in
the right seat at the right time to maximize the call center’s service levels with the fewest possible
Agents.
Wrap Up Time: See “after call work time.”
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