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 onHow showing a graph of rep productivity going from 20 to 40 sales overnight made leadership realize you can't 2X productivity instantlyWhy sales comp is an emotional topic about someone's livelihood—data alone won't get buy-in if you ignore the human sideConnect with Shiv: LinkedInFollow us: LinkedIn | X