Most of us can remember someone who believed in us before we fully believed in ourselves. A manager, mentor, coach, or colleague who saw potential we hadn't yet recognized. Those moments often shape careers and inspire future leaders. This week, Erika Bantz reflects on the lasting impact of borrowed confidence and why one of the greatest responsibilities of leadership is helping people discover they're capable of more than they ever imagined.

Everyone knows the little things matter. The challenge is doing them consistently. Skipping one prospecting block, delaying a follow-up, canceling a coaching session, or walking into a client meeting unprepared rarely feels costly in the moment. But over time, those small decisions quietly shape pipeline strength, client relationships, and revenue. The highest-performing teams don't rely on good intentions. They build disciplined habits that create predictable growth.

Salespeople can be frustrating, especially when they leave, miss quota, or never become what leaders hoped they would be. But before assuming the answer is another hire or another training event, Mary Ann McLaughlin challenges leaders to look deeper. The real issue may be the system surrounding the salesperson, including hiring, onboarding, management, coaching, technology, and accountability.