Case 9
Brooke Longo and Emily Kirslis
Human Resources Management – MGMT 140 - 005
April 24 2013
Case 9 – Employee Selection and Training at Meadowbrook Golf and Golf Ventures West
Summary
Meadowbrook Golf is headquartered in Championsgate, Florida and is a leader in golf course management, maintenance, and supplies in the United States. The company is made up of four companies: Meadowbrook Golf provides the management, International Golf Maintenance provides the maintenance, and Golf Ventures East and West are the golf supply arms of the business. Ron Jackson, CEO of Meadowbrook, wanted to take the company to the next level. He knew the only way to do this was to not only find the right people with the specific experience they needed but to find a way to keep them happy and motivated so they would stay. Jackson became familiar with a behavior assessment tool called Predictive Index, produced by the Wellesley, Massachusetts-based management consulting company PI Worldwide. He used the tool at Meadowbrook as a way to help the managers understand what motivated their employees to come to work every day. By obtaining this insight, Jackson says Meadowbrook was able to keep its talent by “managing them for their individual success.” President Mike Eastwood of Golf Ventures West had the best talent in the industry, long-time clients, and very low turnover. The one problem was that he needed his team to sell more. The challenge was how to identify what they needed in sales training to help them grow their sales. Eastwood shared his concerns with Jackson and learned of the Predictive Index through him. He found out that they publishers of the Predictive Index also offered a selling training tool that identified the strengths of salespeople and areas for their development as well as offered customer-focused sales training. He used the assessment on himself, his general managers, and his sales team members. The results accurately identified each person’s selling
Human Resources Management – MGMT 140 - 005
April 24 2013
Case 9 – Employee Selection and Training at Meadowbrook Golf and Golf Ventures West
Summary
Meadowbrook Golf is headquartered in Championsgate, Florida and is a leader in golf course management, maintenance, and supplies in the United States. The company is made up of four companies: Meadowbrook Golf provides the management, International Golf Maintenance provides the maintenance, and Golf Ventures East and West are the golf supply arms of the business. Ron Jackson, CEO of Meadowbrook, wanted to take the company to the next level. He knew the only way to do this was to not only find the right people with the specific experience they needed but to find a way to keep them happy and motivated so they would stay. Jackson became familiar with a behavior assessment tool called Predictive Index, produced by the Wellesley, Massachusetts-based management consulting company PI Worldwide. He used the tool at Meadowbrook as a way to help the managers understand what motivated their employees to come to work every day. By obtaining this insight, Jackson says Meadowbrook was able to keep its talent by “managing them for their individual success.” President Mike Eastwood of Golf Ventures West had the best talent in the industry, long-time clients, and very low turnover. The one problem was that he needed his team to sell more. The challenge was how to identify what they needed in sales training to help them grow their sales. Eastwood shared his concerns with Jackson and learned of the Predictive Index through him. He found out that they publishers of the Predictive Index also offered a selling training tool that identified the strengths of salespeople and areas for their development as well as offered customer-focused sales training. He used the assessment on himself, his general managers, and his sales team members. The results accurately identified each person’s selling