Don't Fire Them, Fire Them Up: A Maverick's Guide to Motivating Yourself and Your Team

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Simon & Schuster, Jan 1, 1994 - Business & Economics - 285 pages
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In a front-page profile, The Wall Street Journal said, "Mr. Pacetta's experience shows how one hard-charging personality can quickly revitalize a moribund sales office". But, as Frank Pacetta explains in Don't Fire Them, Fire Them Up, there's more to it than just one person. When Frank Pacetta became district manager of Xerox's Cleveland sales office, that district was a disaster area, dragging along near the bottom of Xerox's national organization. Within a year, Pacetta had turned it around, making Cleveland first in the region and fourth nationally out of sixty-five sales districts. And it was no fluke. Pacetta left Cleveland to turn Xerox's Columbus district from a loser into a winner. Don't Fire Them, Fire Them Up tells the reader how to build a winning business team: how to develop trust, create loyalty, and generate enthusiasm and excitement. It explains how to build or rebuild an organization, lead and energize it, and put it on top and keep it there, year after year after year. This book is chock-full of practical, proven tips on leadership and management, everything from motivation to communication to all the nuts and bolts of selling successfully. It's all here - the warning signs that tell you trouble lies ahead: employees who arrive at work late and leave early, who complain about the customers while the customers complain about them, who see problems but not opportunities, and who don't know what the competition is up to. Pacetta includes his Top Ten Tips, which were featured in The Wall Street Journal story and have been copied and posted on office bulletin boards everywhere, and he adds Ten More Top Tips in this book. Don't Fire Them, Fire Them Up is a real-world storyof winning in business by motivating employees in the most positive way possible - nurturing them, showing that you value accomplishment, and giving them the skills and the responsibility to become winners.

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Don't Fire Them Fire Them Up

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Pacetta, who helped turn around the sales team at Xerox, shares his secrets to sales success in this motivational treatise aimed specifically at sales leaders. There are some excellent ideas on ... Read full review

Contents

Introduction
11
1
21
The Will to
38
Copyright

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About the author (1994)

Frank Pacetta, the author of "Don't Fire Them, Fire Them Up, " is a popular motivational speaker who has given presentations to such companies as Saturn, Fidelity, and NestlE. A one time district sales manager for Xerox, he boosted his district's earnings from the lowest in the region to number 4 among all of the company's 65 districts. He lives in Upper Arlington, Ohio.

Dr. Bob Berkowitz is the author of the bestselling "What Men Won't Tell You but Women Need to Know". A veteran reporter, he has a Ph.D. in clinical sexology.

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