
Don't Fire Them, Fire Them Up
Motivate Yourself and Your Team
Frank Pacetta(Author)
Simon & Schuster Ltd (Publisher)
Published on 1. June 1995
Book
Paperback/Softback
288 pages
978-0-684-80050-9 (ISBN)
Description
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.
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.
Reviews / Votes
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.More details
Language
English
Place of publication
London
United Kingdom
Target group
Professional and scholarly
Product notice
Paperback (trade)
Dimensions
Height: 234 mm
Width: 155 mm
Thickness: 18 mm
Weight
318 gr
ISBN-13
978-0-684-80050-9 (9780684800509)
Copyright in bibliographic data and cover images is held by Nielsen Book Services Limited or by the publishers or by their respective licensors: all rights reserved.
Schweitzer Classification
Person
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.
Content
Contents
Introduction The first Rule of War and Business
1 Making a Statement: The Last Shall Be First
2 Start Here: The Will to Win
3 Leadership: Passion and Premeditation
4 Breakthrough: High Fives in Six Months
5 Team Building: All In, All-out
6 Communications: Listen Up
7 Top Ten Tips: And Ten More
8 Power Surge: Creating Energy and Electricity
9 The Customer: "No" Is a Four-Letter Word
10 The Bonus and the Bell curve: Surveying Customer and Employee Satisfaction
11 The Night Before Christmas: Even Santa Has to Ask for the Sale
12 Fine-tuning: Hiring, Firing, and Finessing
13 Cold Comfort and a Hot Product: No Surrender, No Retreat
14 Bell Ringers: Self-Conceit and Self-Destruction (Almost)
15 Tough Love: A Letter Home
Introduction The first Rule of War and Business
1 Making a Statement: The Last Shall Be First
2 Start Here: The Will to Win
3 Leadership: Passion and Premeditation
4 Breakthrough: High Fives in Six Months
5 Team Building: All In, All-out
6 Communications: Listen Up
7 Top Ten Tips: And Ten More
8 Power Surge: Creating Energy and Electricity
9 The Customer: "No" Is a Four-Letter Word
10 The Bonus and the Bell curve: Surveying Customer and Employee Satisfaction
11 The Night Before Christmas: Even Santa Has to Ask for the Sale
12 Fine-tuning: Hiring, Firing, and Finessing
13 Cold Comfort and a Hot Product: No Surrender, No Retreat
14 Bell Ringers: Self-Conceit and Self-Destruction (Almost)
15 Tough Love: A Letter Home