Don't Fire Them, Fire Them Up - by Frank Pacetta (Paperback)

About the Book

From jump-starting a business to creating a permanent culture of success, Pacetta lays out the techniques he used to turn around sales at Xerox and explains how to apply them in any business. "Mr. Pacetta's experience shows how one hard-charging personality can quickly revitalize a moribund sales office".--The Wall Street Journal.

Book Synopsis

Don't Fire Them, Fire Them Up is a real-world story of winning in business by motivating employees in the most positive way possible--nurturing them, showing that you value their accomplishments, and giving them the skills and the responsibility to become winners.

Frank Pacetta, the hard-working man who engineered the drastic performance turnarounds of Xerox's Cleveland and Columbos sales staffs, gives the reader the same techniques he uses to build a winning business team:

* How to develop trust and create loyalty
* How to generate enthusiasm and excitement
* How to establish feedback and accountability
* How to rebuild an organization, and then lead and energize it
* How to put the organization on top and keep it there year after year

This book is check-full of practical, proven tips on leadership and management, everything from motivation to communication to all the nuts and bolts of selling successfully. And Pacetta has included his Top Ten Tips (and created Ten More Top Tips), which were featured in The Wall Street Journal and which have been copied and posted on office bulletin boards across the country.

Review Quotes

Publishers Weekly Superb observations about leadership, teamwork, success, and customers, along with shining comments on time management, goals, evaluating problems, and cultivating sales personnel.

Brian Tracy author of Maximum Achievement A powerful, practical guide that should be a handbook for every sales manager in America.

Daniel Burrus author of Technotrends Not just for managers who want to release their employees' true potential, it is also for workers, or anyone who has a boss.

Kenneth Blanchard Author of The One Minute Manager A must-read for everyone who realizes that people are the most important resource in every organization.

Ross Perot Covers the fundamentals of leading and motivating winning teams.

About the Author

Frank Pacetta was district sales manager for Xerox in Cleveland and now in Columbus, where he lives with his wife and two children. This is his first book.