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Dont Fire Them, Fire Them Up

Scuttle Your Ships Before Advancing

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This story appears in the February 1996 issue of Entrepreneur. Subscribe »

What are the odds of a 33-year-old self-avowed graduate from Springsteen U turning around the sales performance of a Xerox district office so spectacularly that it makes national headlines?

Probably about as likely as Ed McMahon showing up on your doorstep with that sweepstakes check in hand. Nonetheless, Frank Pacetta's story (told with Roger Gittines) is true . . . and he tells it succinctly in Don't Fire Them, Fire Them Up: A Maverick's Guide to Motivating Yourself and Your Team (Simon & Schuster, $23 cloth).

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