Don't Fire Them Fire Them Up

Pacetta, Frank

ISBN 10: 0671886991 ISBN 13: 9780671886998

Publisher: Simon & Schuster Audio, 1994

Synopsis

Describes the program that helped the Xerox Corporation to stimulate and encourage underperforming employees.

About this title

Reviews

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.

Edition details

• Publisher: Simon & Schuster Audio
• Publication date: 1994
• Language: English
• ISBN 10: 0671886991
• ISBN 13: 9780671886998
• Binding: Audio Cassette