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Shiv Walia on Why Bad Comp Plans Drive Attrition Faster Than Anything
Season 3
Episode 65
Published 2 months, 1 week ago
Description
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
Connect with Shiv: LinkedIn
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