Improving Sales Team Performance: Applying OB Theories at Sainsbury's

Desklib provides past papers and solved assignments. This presentation analyzes Sainsbury's sales team using organizational behavior theories.

Organisational Behaviour: Cultures,
Workforce Motivation and Team Dynamics

Table of Contents
• Slide 3: Explanations what makes and effective team as opposed to an
ineffective team
• Slide 4: Analysis of relevant team and group development theories for
example: Tuckman, Belbin and how they support the development of
dynamic cooperation for the new team to be created.
• Slide 6: Apply concepts and philosophies of organisational behaviour that
are applicable within the sales department and the present situation.
• Slide 7: Explore and evaluate how the concepts and philosophies of OB
influence behavior in both a positive and negative way in the sales
department.
• Slide 8: Critically analyse and evaluate the relevance of team development
theories in context of organisational behaviour, concepts and philosophies
that influence behaviour within the sales department.
• Slide 9: Reference List

Explanations what makes and
effective team as opposed to an
ineffective team
• Sainsbury is a leading food retailer’s
supermarket and online groceries in UK.
Sainsbury also provides various other
customer services as well as banking and
provision of real estates.

Analysis of relevant team and group development
theories for example: Tuckman, Belbin and how
they support the development of dynamic
cooperation for the new team to be created.
• Tuckman theory
• Dr Bruce Tuckman adopted the Forming, Storming, Norming and Performing model of group
development in 1965.According to this theory the leadership style changes with development
of relationships.
• Forming
• The leaders should be able to solve the problems of the team members in a situational
context.
• Storming
• The team leader needs to be clear about the purposes of performing specific tasks to team
members and skills and functional features required to accomplish those tasks effectively.
• Norming
• A cooperative attitude between the team member and the team leader helps in improving the
quality of work and work environment.
• Performing
• In this stage, there is no requirement of being instructed or supported to carry out the tasks by
team members but requires the leader to delegate or the work among the team members.

Cont..
• Team leaders who follow this theory is
required to understand the skills needed to
perform the specific roles and the team
members who have the capacity to perform
the specific roles.
• This will enable to balance the skills of team
members thereby balancing various situations.
This enables the team members in improving
the system.

Apply concepts and philosophies of organisational
behaviour that are applicable within the sales
department and the present situation.
• Maslow’s theory of hierarchy
• According to this theory, there are some basic
needs, which Sainsbury fulfils. These are
psychological needs, needs for safety and self-
actualisation needs.
• Herzberg’s theory
• According to this theory of motivation, there is
no scope for motivation. The environment and
the self motivate individuals.

Explore and evaluate how the concepts and
philosophies of OB influence behavior in both a
positive and negative way in the sales department.
• Hygiene Factors
• Company policies and procedures
• Relationship with other members and leaders
• Personal Life
• Salaries
• Job security
• Environmental conditions
• Motivational Factors
• Attainment of personal goals
• Scope for Career development
• Work Satisfaction
• Reputation
• Responsibility

Critically analyse and evaluate the relevance of
team development theories in context of
organisational behaviour, concepts and
philosophies that influence behaviour within the
sales department.
1. Formal Groups
• Sainsbury forms various formal groups for
achieving organisational objectives. They are:
• Task Group& Command Group
2. Informal Groups
• Employees of Sainsbury form groups both officially
and unofficially. This enhances the organisations
performance by creating friendship among groups.

Reference List
• Katou, A.A., 2015. Transformational leadership and organisational
performance: Three serially mediating mechanisms. Employee
Relations, 37(3), pp.329-353.
• Armstrong, D., 2018. Organization in the mind: Psychoanalysis, group
relations and organizational consultancy. Routledge.
• Santos, C.M., Uitdewilligen, S. and Passos, A.M., 2015. A temporal common
ground for learning: The moderating effect of shared mental models on the
relation between team learning behaviours and performance
improvement. European Journal of Work and Organizational
Psychology, 24(5), pp.710-725.
• Chumg, H.F., Seaton, J., Cooke, L. and Ding, W.Y., 2016. Factors affecting
employees' knowledge-sharing behaviour in the virtual organisation from
the perspectives of well-being and organisational behaviour. Computers in
Human Behavior, 64, pp.432-448.