- Shopping Bag ( 0 items )
When Frank Pacetta became district manager of Xerox's Cleveland sales office, that district was a disaster...
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. In his four years in Cleveland, revenues went from $56 million to $106 million and it took the team approach to make it happen. Pacetta has since moved to the Mid-Ohio District where he and his team are back on top!
Here he explains how you can take your company to the top 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.
The man who completely turned around Xerox's Cleveland sales force shares secrets on how anyone can get the most out of their employees. Pacetta gives hundreds of tips, from balancing praise and criticism to leading by example.
|Introduction: The First Rule of War and Business||11|
|1||Making a Statement: The Last Shall Be First||21|
|2||Start Here: The Will to Win||38|
|3||Leadership: Passion and Premeditation||53|
|4||Breakthrough: High Fives in Six Months||72|
|5||Team Building: All in, All-Out||90|
|6||Communications: Listen Up||107|
|7||Top Ten Tips: And Ten More||128|
|8||Power Surge: Creating Energy and Electricity||143|
|9||The Customer: "No" Is a Four-Letter Word||163|
|10||The Bonus and the Bell Curve: Surveying Customer and Employee Satisfaction||182|
|11||The Night Before Christmas: Even Santa Has to Ask for the Sale||196|
|12||Fine-Tuning: Hiring, Firing, and Finessing||212|
|13||Cold Comfort and a Hot Product: No Surrender, No Retreat||228|
|14||Bell Ringers: Self-Conceit and Self-Destruction (Almost)||242|
|15||Tough Love: A Letter Home||258|