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

Frank Pacetta (Author)

Book Description

Publication Date: March 1, 1995

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.

Editorial Reviews

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. --This text refers to an out of print or unavailable edition of this title.

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.

See all Editorial Reviews

Product Details

• Paperback: 288 pages
• Publisher: Simon & Schuster (March 1, 1995)
• Language: English
• ISBN-10: 0684800500
• ISBN-13: 978-0684800509
• Product Dimensions: 9.2 x 6.2 x 0.7 inches
• Shipping Weight: 12 ounces (View shipping rates and policies)
• Average Customer Review: 4.7 out of 5 stars  See all reviews (14 customer reviews)
• Amazon Best Sellers Rank: #469,645 in Books (See Top 100 in Books)

More About the Author

Discover books, learn about writers, read author blogs, and more.

Customer Reviews

Most Helpful Customer Reviews

2 of 2 people found the following review helpful:

5.0 out of 5 stars Great Motivator, March 22, 2007

By 

Lawrence J. Connell "Larry Connell" (Waldorf, MD USA) - See all my reviews
(REAL NAME)   

This review is from: Don't Fire Them, Fire Them Up: Motivate Yourself and Your Team (Paperback)

It doesn't matter what job specialty you are in, if you supervise people - or are an up-and-coming supervisor - you have to read this book.

The focus is on sales. But many of the principles outlined can be used no matter what you do. The basic principles even work with dealing with your own family - namely teenagers!

You learn that it's about your attitude and you taking responsibility for your actions. It's about knowing that PEOPLE are the most important asset there is. Take care of 'your' people and you will get results. Laziness and complacency will end your career in a hurry.

The book is a quick read and entertaining too. Frank does talk about himself quite a bit, and you may get the impression that he is 'stuck on himself'. I think that it is just that he has confidence in himself and his abilities.

Learn from this man. The book IS worth you time. Actually, I liked it so much that I bought a copy for each of the supervisors in my office.

Take a chance! The worst that could happen is that you will stay the way you are.

4 of 5 people found the following review helpful:

5.0 out of 5 stars Just the kick you'll need to get going!, August 31, 2002

By 

Wayne Schulz "mas90 accounting software guru" (Glastonbury, CT USA) - See all my reviews
(VINE VOICE)    (REAL NAME)   

Amazon Verified Purchase

This review is from: Don't Fire Them, Fire Them Up: Motivate Yourself and Your Team (Paperback)

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.

1 of 1 people found the following review helpful:

5.0 out of 5 stars The one book I refer and give over and over again., December 6, 2005

By 

millswoman92 "millswoman92" (Mountain View, CA USA) - See all my reviews

This review is from: Don't Fire Them, Fire Them Up: Motivate Yourself and Your Team (Paperback)

When any of my friends get promoted to management, I give them a copy of this book. I like reading lots of different business books, but this is one I refer to over and over again. Sage advice that is a breeze to read through and will motivate you to do the right things with your business and your team.