Strike a balance
A sales manager is equal parts drill sergeant and cheerleader. As a drill sergeant, there are best practices and rules of engagement that you must teach, which may save your rep’s proverbial life.
Source: Sales executive Jason Rasmussen
Instilling these lessons may sometimes require breaking a rep down before building them up. However once the lesson is taught and learned you must never forget to build them back up again.
Confidence breeds success, and therefore, you must revert to cheerleader mode if you want the rep to take what you have given them and run with it.