If you're in sales, you already know how chaotic things can get. One minute you're crushing your numbers, the next you're scrambling to remember the right pitch for a new product. That's why sales playbooks exist: to stop everyone from reinventing the wheel (or worse, winging it). This guide is for anyone who wants to build—and actually use—a sales playbook in Face2Face without wasting time or drowning in fluff.
Let's get real: most playbooks end up ignored because they're either too generic, too hard to find, or just plain overwhelming. We'll fix that.
What Makes a Good Sales Playbook?
Before you even log into Face2Face, let's get clear on what you're building:
- Short, actionable steps: If it can't be explained in a few sentences or a quick table, it probably won't get used.
- Relevant examples: Real objections, real answers, real email templates. Not theory.
- Easy updates: Sales changes fast. Your playbook has to keep up, or it's outdated by next quarter.
- Sharable and searchable: If people can't find it in 20 seconds, it doesn't exist.
Face2Face is just a tool. If your content is a mess, the fanciest platform won't save you.
Step 1: Plan Your Playbook Before You Touch the App
Don't fall into the trap of “we’ll figure it out as we go.” Decide on:
- Audience: Is this for new hires? Experienced reps? Both?
- Scope: One product? Whole sales process? Just cold calls?
- Format: Will it be step-by-step guides, cheat sheets, objection handlers, or all of the above?
Pro tip: Sketch this out in a doc or even on paper first. Seriously, it’ll save you hours.
Step 2: Set Up a New Playbook in Face2Face
Now, log into Face2Face and create your playbook:
- Go to the Playbooks section. Usually it's in the sidebar. If you don’t see it, ask your admin—sometimes permissions are locked down.
- Click “Create New Playbook.” Give it a name that’s obvious. “Q2 Outbound Scripts” beats “Sales Playbook v2.”
- Add a short description. This helps people know if they’re in the right spot. Don’t overthink it. (“All the cold call scripts and rebuttals for Q2 campaigns.”)
- Set permissions. Decide who can view, edit, or share. If you’re not sure, start small and open it up later.
What to ignore: Don’t fuss about cover images or color schemes. Nobody cares except the marketing team.
Step 3: Build Out Your Playbook Content
Here’s where most people get bogged down. Keep it practical:
A. Structure Your Sections
Most effective playbooks use sections like:
- Intro: What this playbook covers (one short paragraph)
- Process Steps: Step-by-step guides for prospecting, qualifying, closing, etc.
- Templates: Call scripts, email templates, LinkedIn messages
- Objection Handling: The real-world stuff reps actually hear
- Resources: Links to pricing, case studies, or product sheets
Pro tip: Use bullet points, tables, and short paragraphs. Walls of text are where playbooks go to die.
B. Add Real-World Examples
For every script or process, show a real (redacted) example. If you can’t find one, ask your best rep for what they actually say.
- Good:
- “Here’s a call opener that got a meeting last week…”
-
“Actual email reply to a pricing objection…”
-
Bad:
- “Insert your value proposition here.”
C. Keep Things Modular
Don’t try to build the Encyclopedia Britannica. Make each playbook focused and link out to other resources as needed.
Step 4: Make It Findable and Usable
Face2Face has some solid features, but you have to use them right:
- Tags: Add keywords your team is actually likely to type in (“discovery call,” “pricing objection,” etc.).
- Search Test: Try searching for a common scenario. If you can’t find your content in two clicks, reorganize.
- Shortcuts: Pin the most-used playbooks to the team’s dashboard or Slack channel.
What doesn’t work: Relying on folders alone. People get lost in folder jungles. Tags and search are your friends.
Step 5: Share Your Playbook (and Actually Get People to Use It)
Building is half the battle. Getting adoption is the other half.
- Share directly: Use the “Share” button to send the link to your team. Don’t just announce it once and hope.
- Embed in workflows: Link to the playbook from onboarding docs, CRM notes, or calendar invites.
- Ask for feedback: Encourage reps to flag what’s missing or outdated. Make it safe to be brutally honest.
Pro tip: Celebrate when someone actually uses the playbook to win a deal. Real stories beat endless reminders.
Step 6: Keep It Alive (and Not Outdated)
A dead playbook is a waste of everyone’s time. Here’s how to avoid that fate:
- Assign an owner. Someone has to be responsible for updates, even if it’s just checking in once a month.
- Set a review schedule: Quarterly is enough for most teams.
- Track usage: Face2Face usually shows who’s looking at what. If a section gets zero views, ask why.
- Cut the clutter: Delete or archive stuff that’s out of date. Less is more.
What to ignore: Don’t try to force every little update through a committee. Fast beats perfect here.
Honest Advice: What Works, What Doesn’t
Works Well
- Simple, focused playbooks: One playbook per campaign or scenario works better than one “master" doc.
- Real-world language: Use phrases your team actually says, not what marketing wishes they’d say.
- Easy sharing: The more frictionless you make it, the more people will use it.
Doesn’t Work
- Overcomplicating permissions: Don’t lock things down unless you have a very good reason.
- Burying key info: The most-used scripts and answers should be at the top.
- Waiting for perfect: It’s better to have a rough draft in use than a “perfect” playbook no one has seen.
Summary: Build, Share, Iterate—Repeat
Sales playbooks don’t have to be a chore. Start with what actually works in the field, keep it short, and make it dead simple to find. Use Face2Face for what it does best—organizing, sharing, and updating—without getting lost in bells and whistles.
Don’t wait for perfect. Launch, get feedback, and update as you go. Sales changes fast, and so should your playbook.
Now, go build something your team will actually use.