Lumen Health превърна обучението по съответствие в нещо, което агентите наистина правят

The problem

Lumen Health runs a support centre for patients, which means every conversation is both emotional and regulated. Agents have to be empathetic and stay inside a strict compliance script — and the two pull in opposite directions under pressure.

Training used to be a two-day classroom session followed by six weeks of double-listening. Quality was audited on a handful of recorded calls per agent per month, which nobody considered representative.

What changed

The team built scenarios for the fifteen situations that generate 80% of their escalations: a distressed relative, a refused reimbursement, a data deletion request, a caller who records the conversation.

Each scenario is scored on empathy, resolution and compliance separately, so an agent can see that they were warm but skipped a mandatory disclosure. Compliance criteria are weighted so a single miss caps the total score.

The results

Escalations dropped by a fifth in one quarter. CSAT went up four points. The compliance team now audits scorecards instead of listening to calls at random, and new agents take their first real call on day four instead of day fifteen.

Our agents practise the worst call of their week before it happens. That changes everything about how it goes.