Rethinking Sales Territory Management with a Different Way to Look at Growth

In this episode of "Rethink the Way You Sell," Jeff Bajorek reimagines business development through territory management. Drawing inspiration from Stephen Covey's time management matrix, Jeff develops a fresh framework using two key factors – grow-ability and accessibility. Join Jeff as he guides you to visually categorize your top accounts into quadrants based on these factors, offering a unique perspective that uncovers unnoticed opportunities.

Read more about how to use Jeff's matrix: https://www.jeffbajorek.com/posts/a-different-way-to-look-at-growth

This is an episode for those who are keen to delve into the strategic side of sales and learn how to maximize their resources effectively. Jeff will challenge your understanding of accessible yet unscalable accounts, and how they can be a blessing in disguise in terms of growth. Don't miss out as he unfolds how having meaningful conversations with these customers could lead to game-changing insights. Be prepared to question your current sales approach, dismantle your preconceived ideas, and truly rethink the way you sell.

The inspirations behind the framework (4:15)

Understanding the quadrants (5:15)

Quadrant 1: Accessible and growable accounts (8:00)

Quadrant 2: Non-Accessible, growable accounts (9:30)

Quadrant 3: Accessible, but not growable accounts (11:14)

Quadrant 4: Accounts you can't grow or access (16:27)