Go To Masters Show · 2026-02-19 · 29 min
Shiv Walia is the Director of Sales Compensation at A Place For Mom, leading comp strategy in the senior living industry. On this episode of the Go To Masters Show, he shares insights from 12 years in GTM, starting as a computer engineer at Accenture, then moving through sales ops at Dell and Mindbody before specializing in compensation across B2B and B2C models. Why a bad comp plan causes attrition faster than anything - and why what reps focus on is always what they get paid on How showing a graph of rep productivity going from 20 to 40 sales overnight made leadership realize you can't 2X productivity instantly Why sales comp is an emotional topic about someone's livelihood - data alone won't get buy-in if you ignore the human side
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