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Beginning in the 80s and 90s and accelerated by the financial crisis of 2007/2008, many US companies relocated their calls centers overseas to capitalize on lower labor costs. However recently this trend is reversing and we are now beginning to see more and more overseas call centers migrate back home. Companies are noticing that the profit from offshore call centers once sought after never materialized because of the offshore agents’ inability to generate meaningful revenue from their calls. This resulted in 180,000 jobs coming back to the United States in 2012 and 2013, and this trend is expected to continue.
Before discussing some of the reasons behind this trend, it’s important to point out the massive size of the US call center industry. The US currently houses an estimated 66,000 call centers where approximately 5 million Americans are employed. The sheer size of this alone means that industry trends can have a large impact on the US labor market as well as the economy. Recently, we decided to study the characteristics that successful call center agents embody that differentiate them from the rest. During this process we identified 3 crucial characteristics that high-performing call center embody using aggregated and anonymized data from the Marchex Call Analytics platform.
The primary data set for our analysis comes from Marchex Call DNA, which is conversational analytics technology that visually maps, classifies and scores every phone call, automatically. The data that it provides allows us to measure the efficiency of phone calls by providing data such as hold time, agent speech time, and dozens of other metadata that allows us to evaluate the caller’s experience. The results suggest that domestic call centers have a set of best practices or guidelines in place that differentiate them from offshore centers. These guidelines seem to be a major factor in better sales performance and reinforcing the good reputation of the brands that they represent. As customer experience is becoming more and more important, it is likely that this is one of the main reasons we are seeing a shift of call center jobs back to the US.
Listed below are 3 fundamental characteristics that we believe to be the source of the sales performance disparity between domestic and offshore call centers.
Although the lower labor costs of offshore call centers are attractive incentives, US companies are more than ever realizing the importance of caller experience. For this reason, we have observed and can expect more call centers to migrate back to the US where companies can optimize the caller’s experience and ultimately make more sales.
About John Busby:
John Busby is Senior Vice President of Consumers Insights and Marketing at Marchex. He leads the Marchex Institute, the analytics and data science team at Marchex that publishes findings on mobile advertising, consumer and market trends. The Marchex Institute also partners with advertisers to provide custom analytics and consulting services on their campaigns and call programs. Previously, John served as the Vice President of Product Engineering.
About Marchex:
Marchex is a mobile advertising analytics company that connects online behavior to real-world, offline actions. By linking critical touchpoints in the customer journey, Marchex’s products enable a 360-degree view of marketing effectiveness. Brands and agencies utilize Marchex’s products to transform business performance. Marchex Call Analytics, the leading analytics platform for click-to-call, measures more than 250 million calls annually for brands and agencies worldwide.
Published: Friday, August 28, 2015
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