Category: BYOD

  • Work-life balance comes at a price. That’s why we need smart work-life integration

    Work-life balance comes at a price. That’s why we need smart work-life integration

    For decades, employees have been struggling to balance their work and private lives. Factors that contributed to a bad work-life balance were more responsibilities at work and / or at home, longer work hours, and having children, to name a few. Having a good work-life balance results in less stress, lower burnout rates, and an increased sense of well-being. During the last decade, employers have come to realize that providing environments that support work-life balance for their employees not only benefits the well-being of their workforce, but also results in lower absence and churn rates since employees would be more loyal and productive. Employers and HR departments implemented various strategies to promote the work-life balance concept, including telecommuting and flexible work hours (flex working).

    At first glance, this approach seems to make sense and worked well in some cases. For instance, the Australian Telework Advisory Committee (ATAC) found in 2012 that telework reduced OPEX (rent, maintenance, parking, travel, etc.), increased efficiency, made the workforce more inclusive (adding rural areas-based and disabled workers), and made employees happier with their work. However, in many cases, it also had a reverse effect. To enable employees to work from home or flexible hours, the line between private and work life became blurry. Work and non-work activities started to overlap, especially with the use of digital tools such as smartphones, tablets, and laptops. As a result, it became hard for employees to set boundaries, stick to work hours, and prioritize activities. 

    Employers, on the other hand, found out that not all employees have the same work-life balance goals. HR departments were tasked with finding out what the objectives of each employee were and how the company could help to determine them, such as working remotely a couple of days per week or changing their daily work schedule. Overall, companies struggled to combine policy, support for the individual employee, and cultural change (David Clutterbuck, April 2003). 

    Fast-forwarding to 2020, the work-life balance changed almost overnight when the COVID-19 pandemic made its presence felt around the world. Suddenly, all non-essential workers started to work from home (WFH) during consecutive lockdowns. The availability of information and communication technologies made it possible for them to perform the tasks normally done in the workplace.  Although some employees preferred WFH to keep a better work-life balance, some employers were concerned that productivity would decline in a time when many companies are struggling to survive.

    In the time of Covid-19, coordinating work and family demands by setting boundaries to maintain a physical, temporal and psychological equilibrium has become even more difficult. This conflict between work and personal life demands has magnified emotional exhaustion. It has become possible to keep these domains separate from each other. That’s why we have seen a shift from work-life balance to work-life integration. By integrating work and non-work activities, spending time and energy to conduct these activities in parallel has become manageable. But to integrate these different domains, employees must be able to manage the time, location, and quantity of work. A flexible work arrangement will integrate work and life and enable the balance between them.

    Technology has a positive impact on work-life integration, making it easier to manage work and private life by creating an in-office culture while working from home to boost productivity.

    Technology helps employees work smarter by connecting them with their team across borders and collaborating on projects. The right digital tools do not only have a positive impact on the work itself, but also increase output and boosts revenues for the company. These digital tools must therefore be smartly deployed to make the work environment seamless across spaces. This must also enable employees to find new ways to separate their business from their private life and communications. This means that the company must support phone communications as well as corporate resources by deploying digital tools to automate operations and adapt to the current situation, including access to the corporate CRM, call recording, and other systems.

    With no time to prepare or plan (hardly any organization had factored a global pandemic into its business continuity planning), organizations had to provide these digital tools almost overnight in March 2020, putting technology interfaces in place to support working from home while deploying policies, practices, and processes to ensure work-life integration. Companies had to deploy a different set of IT capabilities for collaboration (chat, voice, virtual meetings, screen-sharing, teleconferencing, etc.) and for access to the corporate network using remote access services. More importantly, the digital tools must also allow for establishing a work schedule/routine had to that avoids blending home time and work time.  

    However, with remote workers using their own or company-issued laptops and smartphones, separating private and business calls and messaging interactions has become an issue, not in the least due to the stringent privacy laws. For example, recording business communications and entering them into the CRM or call recording system is a challenge since the employees use their devices – including their cell phones – outside of the corporate network and telephone system. To address this issue, a solution such as mobile2CRM is called for. Such a solution only captures – records and stores – business-related or service/support-related conversations in the CRM and call recording systems for later references and more analysis using more sophisticated AI-based BI systems for example without any privacy violation issues regardless of whether the employee uses a company-issued or they use their own BYOD phone. It is a powerful digital tool for solidifying work-life integration, benefitting both employers and employees.

    For example, a major financing firm was faced with its support center staff working from home. Calls still needed to be recorded, even on BYOD cell phones and tablets, while complying with employee privacy regulations. The firm used Mobile2CRM to protect its staff’s privacy by introducing a virtual business profile that included a virtual number, messaging app, and SMS on the cellphones of the support staff. This enabled them to record and later access the customer call recordings using their own cellphone. In addition, this functionality provided analysis and performance improvement tools, such as reports and call recording data. Apart from optimizing performance and increasing effectiveness, it also gave peace of mind that no personal information would be captured and recorded by the firm.

    To make working from home, on the road, or any other out-of-office location effective and to support work-life integration, a solution that keeps business and private cellular communication completely separate is a must.  The solution allows employees to better integrate their work and private lives while resting assured that their privacy is protected.

  • CRM is Not the Enemy – This is How to Boost CRM Adoption by Salespeople

    CRM is Not the Enemy – This is How to Boost CRM Adoption by Salespeople

    How to boost CRM adoption by Salespeople

    When you talk to sales reps about CRM, you will often hear: “Yeah, it’s great for management, but I don’t see how it can benefit me.” Some will even go further and point out that recording everything related to their job in the CRM system is time-consuming and comes at the expense of valuable prospecting time. Coming from the “trenches”, we understand their perspective very well and would like to offer some new view points

    Selling is not just a numbers game; there is a need for constative follow-up and on-going learning from the most successful salespeople. Let’s first have a closer look at what sales reps do to close deals. For one, they interact with potential and existing customers to follow up on leads and close new deals. This involves sending and receiving emails, making and receiving phone calls, setting up appointments, and making notes for follow-up. They also send out information, price quotes, and contracts. They are keeping track of meeting their KPIs and sales targets, and staying on budget. They also need to report on potential and closed deals, and their pipeline progress. That’s enough to make anyone’s head spin.

    That’s where CRM comes in. A CRM system reduces the time they need to spend on mundane tasks, so that they can concentrate on what they truly like to do (and are good at!) – making sales. A CRM makes it easy for a sales rep to retrieve prospect and customer data and to create, classify, organize, and optimize sales collateral at a central place that can be accessed in the office, but also remotely when WFH.

    A hurdle in making CRM sales rep-friendly is the use of a smartphone when being on the road or working from home. When sales reps are using their own (BYOD) or a company cellphone, the business-related calls and phone messages are normally not recorded and documented in the CRM system, which forces them to rely on their memory, scribbled notes, and time-consuming reports. To make their lives (and that of their managers) easier, a mobile-to-CRM solution is called for. Such a solution only records and stores sales-related conversations in the CRM for analysis without any privacy issues regardless if you, as a sales rep, use a company-issued or your own BYOD phone. Recording calls empowers the sales rep with growth opportunities as the data can be analyzed, and valuable lessons can be learned. 

    With the pandemic reaching a second and even third wave forcing governments to take lockdown measures, working from home (WFH) remains the new normal. Sales reps are now using their smartphones to make remote sales, since face-to-face meetings and business trips are much less common. During such calls, a lot of sales information is exchanged that should be recorded for follow-up. That’s also where a mobile-to-CRM solution makes a difference by automatically recording, tracking, documenting, and integrating business-related cellular calls, SMS records, and other forms of business communications, while respecting the privacy of the sales reps (and whoever else in their household is borrowing their cell phone to make a quick call).

    So, if you are a sales rep, it’s good to know that CRM is your friend and that can indeed make your life easier!

    Want to know more about how Mobile2CRM can help your sales reps too?

    Contact us at [email protected]

  • Want to keep your sales up? Make every sales call count!

    Want to keep your sales up? Make every sales call count!

    Picture this: your sales figures are lower than they should be, the measures you take to increase numbers are not working – and you have no idea why. To make this even more painful, this has been going on for quite some time now. Strange, because your salespeople are good; you made sure that they got comprehensive sales training, attended the annual sales kick-off, and you even arranged podcast sessions for them.

    So you’re beginning to feel the need to dig deeper and get to the bottom of this conundrum. Naturally, you decide to go right to the source – customer and prospect interactions. That should tell you where the problems are. Your CRM and call recording system are, of course, excellent resources for this, since all customer conversations are recorded and filed for analysis and follow-up. Sounds good – right?  Not really…here is the problem – most of your salespeople are on-the-go and use cellphones to talk, send messages (SMS, text, etc.) to customers, prospects, partners etc. These interactions, and the valuable data they contain, are NOT recorded and NOT stored in your CRM, regardless of whether they use company-issued or personal smartphones.

    There are two complex issues to examine here (and then some…):

    1. Technical – Peer-to-peer cellphone call recording and CRM integration aren’t trivial, especially across operator networks and carriers, over multiple geographic regions, etc.
    2. Compliance – The need to separate private and business calls in order to only log and record business calls to respect the various privacy laws

    Once you use a mobile-to-CRM solution, you can overcome both of these challenges and only record and store business-related conversations in your CRM for analysis without any privacy issues regardless of whether your sales reps use company-issued or BYOD phones. This treasure trove of data lets you listen to the unfiltered voice of customers and prospects. You can now check, grade, and review all sales conversations, which enables you to identify areas for improvement.

    It’s important to emphasize that you really need to make every call count. Only by listening to your reps will you be able to focus on what support they need to be successful. The insights gained from the mobile-to-CRM solution enables the successful coaching of your sales team instead of just (re)training them. Don’t get me wrong – sales training can be useful for teaching standard sales practices. But only continuous coaching based on real-world performance will empower each and every one of your sales reps to live up to his or her full potential. Since the recorded conversations between your sales reps and their customers or prospect reveal the real cause of your sliding sales, the sales coach will know exactly what to address to improve sales performance.

    Want to know more about how Mobile2CRM can help with coaching sales reps?

    Contact us at [email protected]

  • Are you really making the best-informed decisions? Or….. (Part 2 of 2)

    Are you really making the best-informed decisions? Or….. (Part 2 of 2)

    make informed decisions

    In our previous blog post, we mentioned that more and more business communications are taking place using cellphones over the cellular network and therefore remain unrecorded and undocumented by the organization’s systems.

    For this valuable business data to become a resource for your decision-making processes, a new type of solution is necessary that will give you access to all business-related call recordings, CRM, and other analytics and BI data. Only then will you be able to make fully informed business decisions about allocating resources, providing better CX, preventing customer churn, improving your competitive edge, and improving corporate performance.

    Let’s have a closer look at the features and capabilities a solution should have to provide in order for businesses to get a truly 360˚ view. To state the obvious, we are talking here about a near real-time solution that allows the recording and documenting of all business-related mobile calls into the organization’s systems regardless if your employees are using their own (BYOD) or a company cellphone. Needless to say, the tricky part is separating private from business calls for practical reasons (having one’s mother-in-law over for dinner is not exactly relevant BI) and, more importantly, for complying with the various privacy laws.

    Let’s have a look at how the Mobile2CRM solution works.

    Once your company has subscribed to the Mobile2CRM solution, each employee will be assigned a mobile business profile. The employees then download the mobile app to their cellphones from either the Google Play Store or the Apple AppStore. Alternatively, your company can allow employees to download the app via its own MDM system.

    After employees install the app on their mobile devices, they can start using their new (and real) business mobile number while keeping all the functionality that they are used to and love. From that moment on, all incoming and outgoing business calls and SMS messages via the assigned mobile number will be recorded and documented in your company’s CRM and call recording systems. If employees use IM services such as WhatsApp for business purposes, the solution can add an IM business profile for that IM service. Needless to say, only business-related messages and calls will be recorded. It is important to note that the recording is effective and dependable since it uses native cellular networks, as opposed to VoIP services that are known to have issues (e.g., dropped calls, VOIP coverage, audio quality, etc.).

    The Mobile2CRM solution logs metadata as well as the content of calls and text messages, dates, times, duration, and content of each call is recorded as well as the calling/called numbers, and also if the call was answered or not. No more valuable business info flying under the radar; it’s documented in the CRM.

    Let’s recap – with a solution as described above, you will have all the recorded calls and documented data you need for your decision-making when accessing your company’s CRM  and other (e.g., Analytics, BI) systems. Yes, it really is as simple as that…

  • Going into Crisis Mode – Your Workforce and the New Normal

    Going into Crisis Mode – Your Workforce and the New Normal

    While we are facing the 2nd wave of COVID-19 (or a spiking first – depending on the expert you listen to), enterprises need to go into crisis mode quickly and efficiently. In addition to adapting their business models, looking for additional revenue streams, or alternative supply chains, many companies are now deciding to let almost all their employees work remotely. With the current work visa and travel restrictions, this only makes sense.

    We have witnessed the following scenario taking place quite a few times already – It is Thursday, 3PM, an unscheduled management call has just ended, and the action item is this:

    “Effective Monday morning, the company is transitioning to off-premise working mode. This is due to the global health situation and pandemic risks…..”

    The first thought that crosses your mind (especially if you are in operations, IT, cyber security, etc.) is “there goes the weekend…” and the second thought is “how on earth are we going to make sure everybody can do their job – they need to have the resources that they are used to, at least phone communications, secure access to the ERP, CRM, call recording systems, analytics, and some other essentials.”

    So, let’s look at the big picture for a moment – obviously this is a major challenge. Management can opt for providing each employee with a laptop, but that means ordering extra ones. That is expensive and tricky, since they are in short supply as everyone and their mother in law in many companies need to start working from home, and every kid and student attending class from home needs his/her own laptop to videoconference and do homework.

    Another option is to provide each employee working from home or remotely with a software-based phone (aka softphones) and a headset. The main drawback? It requires a desktop computer, a stable internet connection, VPN, etc. so this is not an optimal solution. Furthermore – this is good only for VOIP communications and does not cover employees who’re on-the-road.

    So….letting them use their own devices (laptops, cellphones) is the answer, right? Well, the IT and CISO department will wholeheartedly disagree. They would be living in a nightmare of not only changing the corporate access permissions (e.g., CRM, recording systems), but also beefing up cybersecurity. As we have seen in previous months, the corona crisis, combined with the working from home (WFH) trend, has been a bonanza for hackers and cybercrooks. To top it off, the company has to bank on the fact that their employees have sufficient bandwidth at home to work remotely, while their kids are gaming and their spouses may also need the same resources to do their own job.

    Quite a challenge! So, is there a faster and easier solution to address the problem? One that will make management, employees, the IT department, and the CISO happy?

    Indeed there is! The answer is adding a business line within minutes to the cellphone of each and every remote worker that will only be used for business calls, allow secure and trackable access to corporate resources, allow recording, and – adhere to privacy regulations. To make sure that the quality is high, and it also does not gobble up a lot of bandwidth, the solution uses the  cellular network (and not VoIP).

    Sound good? Want to learn more? Contact us now or request a demo.

  • How to listen to the silent voice of your customers

    How to listen to the silent voice of your customers

    Mobile Call Recording for Call Centers

    Did you know that the majority of business calls between your organization and the outside world are now mobile-based? Just think about your employees in the field (your “road warriors”), who spend a lot of time on the road, at airports, in hotels, etc. Recent estimates are that they spend up to 60% of their workday on their cellphones talking to customers.

     

    In itself, using cellphones to interact with customers is great for CX, is highly efficient, and gives your employees the flexibility they need to do their job. That’s the good news. The bad news? These conversations are not recorded and entered in your CRM, which means that you have a huge information gap in your organization. While customer communications via email, chat, and office landlines are recorded without any problems, the mobile conversations of your field staff (technicians, sales reps, real estate brokers, etc.) remain off the radar.

     

    The answer to monitoring these “silent” conversations seems to be obvious, right? It’s called call recording.  That’s easier said than done though. For one, as your employees are working from home (WFH) or remotely, they use their mobile phones for both private and business communications, especially if you have a Bring Your Own Device (BYOD) policy in place. Moreover, native mobile (peer-to-peer) communications are hard to monitor, and many IOS and Android apps block call recording software on cell phones. Last but not least, privacy regulations also come into play. That’s why companies rarely capture the critical mobile customer communications of their field staff.

     

    So now what? Is there a way to record only the business calls that your employees make using cellphones without the need to provide them with a separate device?  A way that allows for those calls to be recorded and entered into your CRM for analysis and follow-up? And that fully complies with all privacy laws and regulations?

     

    Yes, there is such a way!  The first step is separating business calls from private calls. This is accomplished by adding a virtual business profile to each of your employee’s mobile phones. Next you need to have the proper software solution that is integrated with your call recording system and your CRM, and can differentiate between calls made using the private profile and those made using the business one. Last but not least, such a solution needs to have quite a few standard features such as out of office / working rules, call forwarding, multi-numbers etc.

     

    There actually is a solution that already does that.  It lets you listen to the silent voice of your customers, and record all your mobile business conversations, without invading privacy or breaching any privacy laws or regulations. Especially “in the new normal”, you can have the complete 360o customer view that you need.

     

    Click here to learn more about this innovative approach!