Sales – The Information Badger

While browsing in a Waterstone’s bookshop, the Badger overheard two people talking about a book. One said to the other: ‘They’ve changed the cover from the copy I read years ago’. The other replied: ‘I think they’re putting lipstick on a pig to sell more copies because it’s a difficult read’. The phrase ‘putting lipstick on a pig’ triggered memories of the Badger’s first ever assignment – as a software developer – in the IT industry. The Badger was part of a team developing a software product, and his team leader – a clever guy experienced in product design, development, and also the offerings of competitors – was a frequent user of the phrase. For example, when news arrived that a competitor had vastly improved the user interface to their product, the team leader commented that they were ‘putting lipstick on a pig’ because there was no change to their product’s questionable underlying architecture. Similarly, if someone on the team produced a software subsystem that was full of defects, the team leader would insist on redesign and reimplementation of the subsystem because fixing individual defects was ‘putting lipstick on a pig’ when something was clearly amiss with the original design and coding.

The phrase is widely used to mean that making superficial changes to something may improve its appearance, but any core underlying issues or characteristics remain unchanged (see this neat YouTube item). Throughout his career, the Badger’s heard the phrase used in all kinds of situations by business leaders, line managers, salespeople, delivery and technical people alike. During the late1990s, customer demand for long-established software products to have web user interfaces was growing. The Badger recalls his company’s salespeople clamouring for the firm’s software products to be upgraded, and developers pointing out that this meant a costly overhaul of product architectures which neither the company nor its clients wanted to fund. It was decided that the way forward was bolt-on solutions that looked the part for the end user without really addressing the underlying architectural issues. Internally, the phrase ‘putting lipstick on a pig’ subsequently became commonplace to describe this solution.

Today, of course, AI is sweeping through the IT industry, and most companies have been addressing its impact on their established and installed software products, and their own internal business, development, delivery, and service operations. Why? Because to have a viable commercial future, they must. Every company thus has an AI story for their clients. As a client, however, how do you know that your supplier’s AI product upgrade or new solution isn’t just ‘putting lipstick on a pig’? You don’t, unless you do a rigorous, objective evaluation to fully understand what you are getting and on what basis. Doing proper evaluations, however, has always been good practice when buying things, and it’s even more important today when dealing with suppliers in the AI era…

Good senior leaders and managers often enjoy being invited to speak to employees attending company training courses. The Badger certainly did. His sessions not only always delivered a message relevant to the training course but also provided an opportunity for attendees to ask questions about any subject close to their heart. Their questions were often diverse and required quick thinking to answer, but that’s what made the sessions fun! It was always rewarding to see attendees relax during the sessions, to hear their responses to the Badger’s answers, and to observe body language when the audience stayed silent. It was also pleasing when ‘light bulb’ moments spread across the attendees faces if an answer triggered a rush of understanding.

As a leader strongly focused on IT delivery, the Badger spoke mainly to training course groups from the business operation, delivery, and technical communities. Their questions were sometimes unusual. For example, on one occasion the Badger was asked ‘I hear senior people utter their favourite sayings frequently, but which of these have merit because they encapsulate a truth?’ The Badger gathered his thoughts for a moment before rattling off a string of common phrases in use in the company and signalling that they all had merit because they all captured a truth relevant in any company. The string included, for example, the following:

‘What gets measured gets done…’

‘You don’t jump high unless the bar’s set high…’

‘If you bring problems then bring solutions too…’

‘Time is precious, get to the point…’

‘Decisions aren’t about making everyone happy…’

‘Everyone is a salesperson…’

This last one prompted an indignant response from a couple of attendees who were software engineers. They were contemptuous of salespeople and unequivocal that they were not, and never would be, a salesperson. On enquiring if they interacted with peers in their client’s organisation on their projects they answered yes. The Badger pointed out that they were actually representing the company when they interacted with external people, and that made them a salesperson of sorts regardless of their job title. He also highlighted that being ‘sales aware’ during such interactions was important because they were well placed to identify the early signs of potential avenues of further work which could be fed into the company’s main sales machinery for qualification and potential follow-up by others. They remained unpersuaded, and so the Badger pointed out that without sales the company would fail, and they would be out of a job! Their facial expressions changed as a ‘light bulb’ moment hit home on realising that even technical IT staff must be commercially and sales aware and acknowledge that ‘Everyone is a salesperson’ of sorts. ‘Sales’ is not a dirty word. It is at the heart of a company’s success and the employment of everyone within it. Remember, everyone is a salesperson…

Category: Sales

Suppliers, AI, and putting lipstick on a pig…

Everyone is a salesperson…