Benefits programs are often designed for a generic employee persona. However, an individual's needs are dynamic, changing with life events like having children or caring for aging parents. A benefit that's useful one year may be irrelevant the next. The only scalable solution is to provide choice that adapts with the employee.
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With increasing longevity, retirement is not a single period but a multi-stage journey. Financial plans must distinguish between the early, active "golden years" focused on travel and hobbies, and later years dominated by higher, often unpredictable medical expenses. This requires a more dynamic approach to saving and investing.
Counterintuitively, providing new, varied bonuses frequently can keep customers engaged longer than a single, large permanent upgrade. This is because customers quickly get used to permanent features, while novelty continually recaptures their interest.
Most companies have a structured process for budgets and strategy but treat talent management as an afterthought. Implement a "people calendar" that systematically addresses attracting, developing, and engaging talent with the same discipline. This ensures people, your most critical asset, are managed proactively.
People stay in unfulfilling jobs because of attractive perks (e.g., first-class travel, office amenities) that seem valuable on paper but add little to their actual quality of life. Evaluating whether you truly benefit from these "golden handcuffs" reveals if a job is worth the emotional cost.
A one-size-fits-all sales role fails in consumption models. Success requires segmenting the team into specialized roles—new business acquisition, customer onboarding, and account management—each with distinct incentives aligned to their specific function, from initial sign-up to value realization and expansion.
A one-size-fits-all onboarding process is ineffective. Customers have varying levels of technical proficiency; a power user may find excessive handholding annoying, while a novice needs it. The process must be flexible and tailored to the individual to avoid creating a frustrating experience.
Companies try to fix employee well-being by surveying staff or following trends, but these one-size-fits-all programs fail. They are based on the patronizing idea that the company knows best. This approach alienates the majority who didn't ask for the specific benefit, wasting money and breeding cynicism.
Employee retention now requires a customized approach beyond generic financial incentives. Effective managers must identify whether an individual is driven by work-life balance, ego-gratifying titles, or money, and then transparently tailor their role and its associated trade-offs to that primary motivator.
When modifying a compensation plan, the primary goal should be to drive a specific behavioral change aligned with new business strategies, such as focusing on new logos or products. The plan's mechanics must be simple enough for salespeople to immediately understand which new actions are being prioritized and rewarded.
