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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.
- Sales Rank: #365549 in Books
- Published on: 1995-03-01
- Released on: 1995-03-01
- Original language: English
- Number of items: 1
- Dimensions: 9.25" h x .80" w x 6.12" l, .71 pounds
- Binding: Paperback
- 288 pages
From Library Journal
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 customer service and commitment to exceeding customer expectations that will relate to businesses of all types. Pacetta's leadership ideas also fit well in the current business climate. However, his views regarding sales commissions and especially his ideas about compensation and rewards for individual sales success have been replaced with entirely new methods of rewarding team success. The elimination of sales commissions altogether is a part of this transformation, since commissions encourage internal competition among team members who are supposed to be working toward the success of the entire organization. Pacetta narrates the program, which is recommended for large business collections where there is demand for this sort of thing.
- John Farris, Groves, Tex.
Copyright 1994 Reed Business Information, Inc.
Review
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.
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.
Brian Tracy author of Maximum Achievement A powerful, practical guide that should be a handbook for every sales manager in America.
Ross Perot Covers the fundamentals of leading and motivating winning teams.
Publishers Weekly Superb observations about leadership, teamwork, success, and customers, along with shining comments on time management, goals, evaluating problems, and cultivating sales personnel.
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.
Most helpful customer reviews
5 of 6 people found the following review helpful.
Just the kick you'll need to get going!
By Wayne Schulz
This is an interesting book that is laced with recommendations that you may be tempted to initially dismiss. Get up and get into the office early / spend 9-5 in front of the customer and do your paperwork outside of normal working hours. However the writing style is as if you are listening to the author tell his story. It is simle to read and relate to all of his examples concerning his work with the Xerox office that he took from worst to first.
Books like this that serve to reinforce the basics are invaluable - especially when they are an entertaining and interesting read. This book is both entertaining and interesting while also giving a healthy dose of solid advice.
0 of 0 people found the following review helpful.
Great.
By C. Stanfill
This is a no frills approach to management. Pacetta doesn't let anyone off the hook & his results speak to his approach. Must read for managers!
3 of 4 people found the following review helpful.
Common sense guide to management.
By A Customer
If you're a manager, pick this one up.
Finally, an author who applies common sense to management. The principles Pacetta outlines in this book to inspire employees to become better producers can be applied universally to any form of management--not just sales. Frank Pacetta believes in an active participation "hands-on" management style which is so refreshing in a world obsessed by paper shuffling, ISO 9000 management. He's proven his style works time and time again and realistically shows the reader how we can do the same whether we work for Xerox or a small 20-employee company.
As with a lot of books authored by salespeople, it contains hype but you still can't dismiss the information. The hype is necessary to instill motivation within employees but he seasons it with enough personal management mistakes that the book is still a digestible read.
Bottom line: 2 Thumbs (Fired) Up!
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