Call centre leadership asks more of managers than most people realise.
The role demands constant balancing: Of KPIs, customer expectations, systems challenges, hybrid working, and a team of agents who each bring different levels of confidence, emotional resilience, and communication skills to the table.
When customers are anxious and often agitated then agents feel the pressure to resolve issues quickly. Managers are left firefighting, dealing with escalations, complaints, disengaged staff, and the ever-present need to “do more with less” in the sprint of efficiencies.
The challenge for managers is this: to lead a team who are dealing with emotional customers, while managing performance, protecting wellbeing, and keeping service levels on track. Not easy, and not always realistic without structured support.
Where things commonly go wrong
Managers want to help their teams succeed. But under pressure, several things often get in the way:
1. Coaching becomes more reactive and less proactive. Managers spend most of their time solving escalations rather than preventing them. Coaching happens only when something goes wrong, not as a daily habit.
2. KPIs and targets overshadow behaviour. With call time, adherence and SLA targets to hit, managers naturally focus on numbers. The unintended consequence? Behaviour, tone, emotional intelligence and customer connection get pushed to the bottom of the list.
3. Emotional load is high - and managers carry it twice. They absorb customer frustration during escalations and agent frustration afterwards. Without the right tools, this becomes draining and overwhelming.
4. Inconsistent skill levels across the team. A few confident agents handle pressure well. Others freeze, rush, or escalate unnecessarily. Managers end up firefighting uneven performance rather than developing people.
The ripple effect
When managers lack time or confidence to coach around things like emotional intelligence, communication and call-handling behaviours, the whole environment suffers:
- Escalations increase
- Agents lose confidence
- Customers feel unheard
- KPIs slip
- Morale drops
- The role becomes increasingly stressful for everyone It’s not that managers aren’t capable, it’s that they’re often under-equipped for the emotional and behavioural complexity of the job and expectations.
What makes the difference
Strong call centre performance doesn’t come from scripts or systems alone. It comes from managers who have the capability and space to:
- Coach small behaviours regularly
- Spot emotional triggers early
- Help agents slow down, listen, and respond with empathy
- Reframe difficult conversations
- Model calm, professional communication
- Build confidence through feedback, not just corrections When managers receive development in emotional intelligence, coaching and communication (and are supported to use those skills day-to-day) the change is visible with fewer escalations, calmer customers, more confident agents, and a more resilient team overall.
A final thought for leaders
Call centre performance is never just an agent issue. Managers need the same support, training and emotional tools that we expect them to deliver to others. Because when managers thrive, the whole operation does too.
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