Don't Fire Them, Fire Them Up: Motivate Yourself and Your Team [Paperback]

Don't Fire Them, Fire Them Upis 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 inThe Wall Street Journaland which have been copied and posted on office bulletin boards across the country.Frank Pacettawas 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.Chapter 1

Making a Statement: The Last Shall Be First

Cleveland gets a bad rap. As a city, it's the butt of snide jokes and gibes. But having spent four years in Dayton, Ohio, as an undergraduate at the University of Dayton and another ten working for Xerox in the Columbus area, I knew there was more to Cleveland than a river that used to catch fire and a baseball team that wouldn't.

Unlike some of my colleagues, who refused to consider a promotion and a transfer to Cleveland to run the district sales office, I jumped at the chance. Their reluctance stemmed in part from a misperception that they'd have to undergo a sacrilC-