Shiv Walia on Why Bad Comp Plans Drive Attrition Faster Than Anything
From Go To Masters Show by Conversations with GTM experts by Everstage
February 19, 2026 · 29 min · Season 3 · Episode 65
About this episode
Shiv Walia discusses the impact of bad compensation plans on employee attrition and shares insights from his extensive experience in sales compensation.
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 Follow us: LinkedIn | X
People in this episode
Guest: Shiv Walia
Topics covered
- sales compensation
- attrition
- GTM strategy
- productivity
- emotional aspects of compensation
Keywords
- compensation plans
- attrition
- sales productivity
- GTM
- B2B
- B2C
- emotional topics
Mentioned in this episode
Organizations: A Place For Mom, Accenture, Dell, Mindbody
More episodes of Go To Masters Show
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- The Comp Plan Isn't Done When It Ships: Measuring What's Actually Working Mid-Year · May 31, 2026 · 40 min
- Stop Running Mad Libs: What the Top 10% of Outbound Teams Do Differently · May 30, 2026 · 27 min
- When Incentives Work Too Well: 30 Years of Comp Design in Chemical Distribution · May 29, 2026 · 21 min
- Shawn Santos (StevenDouglas) on Compensation, Recruiter Burnout & Old Soul Operators · May 23, 2026 · 14 min
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