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How can you gain BRM experience while in Sales Management?

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If you are a sales manager who wants to advance your career and become a business relationship manager (BRM), you might wonder how you can gain the necessary experience and skills for this role. BRM is a strategic function that aligns the needs and expectations of business partners with the capabilities and resources of IT or other service providers. BRM requires a combination of technical, business, and interpersonal competencies that are not always easy to acquire in sales management. However, there are some ways you can leverage your existing strengths and learn new ones while still performing your current job. Here are some tips on how you can gain BRM experience while in sales management.

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? Mirko Sidoti

EMEA Executive Sales Manager at Nano Dimension | ?????? Executive Master In Management | ?? AI & Digital…
Luigi De Martino, M.Sc.

Director Diagnostics Partnerships & Contracts | Lean Six Sigma Black Belt

1 Understand BRM

The first step to gaining BRM experience is to understand what BRM is and how it differs from sales management. While both roles involve building and maintaining relationships with customers and stakeholders, BRM has a broader and deeper scope that focuses on creating value, enabling change, and fostering collaboration across the organization. BRM also involves more strategic thinking, problem-solving, and innovation than sales management, which is more focused on achieving sales targets, managing accounts, and delivering products or services. To understand BRM better, you can read books, articles, blogs, or podcasts on the topic, join online communities or networks, or attend webinars or courses on BRM.

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? Mirko Sidoti

EMEA Executive Sales Manager at Nano Dimension | ?????? Executive Master In Management | ?? AI & Digital Transformation Enthusiast | ?? Startup Mentor | 18K+ followers?
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BRM (Business Relationship Management) requires a customer centric approach to establish long term relationships based on mutual respect and trust. Focus shouldn't be only what you can get, but also what others can get from you. In other words, the partnership should create value for both parties. BRM needs a more strategic and long term thinking compared with conventional Sales management.

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Luigi De Martino, M.Sc.

Director Diagnostics Partnerships & Contracts | Lean Six Sigma Black Belt
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Implement a client-centric mindset within your sales team, emphasizing long-term relationships over short-term gains. Integrate technology solutions that enhance communication and collaboration, ensuring seamless interaction with clients. Leverage data analytics to identify trends and anticipate client needs, enabling a more consultative sales approach. Actively participate in cross-functional teams, collaborating with marketing and product development to align offerings with client expectations. By intertwining sales and BRM strategies, you can cultivate a holistic skill set, positioning yourself as a leader who not only drives revenue but also nurtures enduring client partnerships.

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Paul Doychak

Hytorc of Indiana/western Ohio 724-622-9972
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BRM typically stands for Business Relationship Management. It's a strategy focused on understanding, aligning, and managing relationships between a business and its stakeholders. In the context of sales, BRM involves building strong connections with customers, suppliers, and partners to enhance collaboration and achieve mutual success. It emphasizes communication, trust, and a long-term perspective in managing business relationships.

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Bilal Nabi

Director @ Phoenix Travel | BBA, Travel Sales
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You can gain BRM experience in Sales Management by: Building strong relationships with clients. Understanding partner industries and goals. Collaborating with internal teams. Seeking partner feedback. Taking BRM training courses for skill development.

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2 Apply BRM principles

The second step to gaining BRM experience is to apply some of the principles and practices of BRM to your sales management role. For example, you can adopt a value-driven mindset that seeks to understand the business outcomes and benefits that your customers and stakeholders want to achieve, rather than just selling them features or solutions. You can also use techniques such as business value management, demand shaping, or portfolio management to prioritize and align your sales activities with the strategic goals and needs of your organization and your customers. Additionally, you can use tools such as business relationship maturity model, stakeholder map, or value proposition canvas to assess and improve the quality and value of your relationships.

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3 Develop BRM skills

The third step to gaining BRM experience is to develop the skills and competencies that are essential for BRM. Some of these skills are similar to those of sales management, such as communication, negotiation, presentation, or influencing. However, you also need to enhance or acquire skills such as business acumen, strategic thinking, analytical thinking, creativity, or change management. You can develop these skills by taking online courses, reading books, watching videos, or seeking mentorship or coaching from someone who has BRM experience. You can also practice these skills by taking on projects or tasks that challenge you to think strategically, analyze data, generate ideas, or manage change.

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Paul Doychak

Hytorc of Indiana/western Ohio 724-622-9972
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Applying Business Relationship Management (BRM) involves understanding business objectives, identifying stakeholders, and fostering open communication. Build strong relationships with key stakeholders in both business and IT. Align IT services with business needs through effective service portfolio management. Ensure IT initiatives deliver tangible value by focusing on outcomes and benefits. Implement governance structures to align decision-making with business priorities. Foster a collaborative culture where IT and business teams work together as partners. Emphasize continuous improvement, adapting BRM practices based on feedback and changing business needs. Establish metrics to measure the impact of IT initiatives on business outcomes.

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4 Seek BRM opportunities

The fourth step to gaining BRM experience is to seek opportunities to perform BRM tasks or roles within your organization or outside of it. For instance, you can volunteer to be part of a cross-functional team or committee that works on a strategic initiative, such as digital transformation, innovation, or customer experience. You can also offer to be a liaison or a bridge between your sales team and other departments or units, such as IT, marketing, or operations. Alternatively, you can look for external opportunities to network with other BRMs, join BRM associations or groups, or apply for BRM positions or projects.

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Paul Doychak

Hytorc of Indiana/western Ohio 724-622-9972
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Enhance BRM skills through certifications. Network at industry events and online platforms like LinkedIn. Research organizations emphasizing strong business-IT relationships. Consider additional education in related fields. Explore BRM job boards and consult with professionals in the field. Customize your resume to highlight BRM expertise and showcase achievements. During interviews, emphasize successful collaboration and positive outcomes. Stay informed about industry trends to demonstrate commitment to professional growth. Persistence is key in securing rewarding BRM opportunities.

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5 Showcase BRM achievements

The fifth step to gaining BRM experience is to showcase your BRM achievements and contributions to your organization and your customers. You can do this by documenting and measuring the value and impact of your BRM activities, such as how you helped improve business performance, customer satisfaction, or collaboration. You can also share your BRM insights and learnings with your colleagues, managers, or peers, such as through presentations, reports, or blogs. Additionally, you can update your resume, portfolio, or LinkedIn profile with your BRM skills, projects, or certifications, and ask for recommendations or endorsements from your customers, stakeholders, or mentors.

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Paul Doychak

Hytorc of Indiana/western Ohio 724-622-9972
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Highlight BRM relationships by emphasizing collaboration, showcasing successful projects, and demonstrating tangible outcomes. Use your resume to detail specific instances where you facilitated strong business-IT partnerships, aligning IT services with business objectives. In interviews, share stories of how you've navigated challenges, ensured effective communication, and contributed to value-driven initiatives. Utilize metrics and examples to quantify the impact of your BRM efforts on achieving organizational goals. Illustrate adaptability and continuous improvement in response to evolving business needs.

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6 Keep learning BRM

The sixth and final step to gaining BRM experience is to keep learning and growing as a BRM. BRM is a dynamic and evolving field that requires continuous learning and adaptation. You can keep learning BRM by staying updated on the latest trends, best practices, and tools of BRM, such as through reading, listening, or watching relevant content. You can also keep growing as a BRM by seeking feedback, reflection, or improvement on your BRM skills, performance, or relationships. Moreover, you can keep advancing as a BRM by pursuing higher levels of BRM certification, education, or recognition, such as through the BRM Institute or other reputable organizations.

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Paul Doychak

Hytorc of Indiana/western Ohio 724-622-9972
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Continue learning BRM by: 1. **Certifications:** - Pursue recognized BRM certifications for a solid foundation. 2. **Online Courses:** - Enroll in online courses from reputable platforms for in-depth learning. 3. **Networking:** - Connect with BRM professionals through networking events or online forums. 4. **Books and Publications:** - Read relevant books and articles to stay informed about BRM practices. 5. **Webinars and Workshops:** - Attend webinars and workshops hosted by BRM experts for practical insights. 6. **Industry Events:** - Participate in BRM-focused conferences to learn from real-world experiences. 7. **Join BRM Communities:** - Engage in BRM communities to share knowledge and learn from peers.

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7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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How can you gain BRM experience while in Sales Management?

1

2

3

4

5

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1 Understand BRM

2 Apply BRM principles

3 Develop BRM skills

4 Seek BRM opportunities

5 Showcase BRM achievements

6 Keep learning BRM

7 Here’s what else to consider

Sales Management

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How can you gain BRM experience while in Sales Management?

1

2

3

4

5

6

7

1 Understand BRM

2 Apply BRM principles

3 Develop BRM skills

4 Seek BRM opportunities

5 Showcase BRM achievements

6 Keep learning BRM

7 Here’s what else to consider

Sales Management

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