Dont Fire Them, Fire Them Up: A Mavericks Guide to Motivating Yourself and Your Team
by By Gittines, Roger and Pacetta, Frank
Category: Business & Economics , Leadership

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 story of 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.