If you’re in sales, you already know static PDFs and endless Google Docs aren’t cutting it. Reps ignore them, managers chase updates, and no one wants to dig through a clunky folder for that “approved” pitch deck. If you’re looking for a better way to actually build and share sales playbooks people will use, this guide’s for you.
Let’s break down how to build interactive sales playbooks with Tome—what the tool gets right, where it falls short, and how to avoid overcomplicating things. No fluff, no hype, just what works.
Why Interactive Playbooks? (And Why Not Just Use Google Docs?)
Before we get into the how-to, let’s be clear: interactive playbooks aren’t magic. But compared to static documents, they’re easier to navigate, update, and—maybe most important—actually use in real conversations.
What’s better about interactive playbooks: - Quick navigation (no scrolling through 20 pages to find one objection) - Embedded video, audio, or live links - Easy to update—everyone gets the latest version instantly - More engaging: you can actually show instead of just tell
What’s not so magical: - People still need to use them (no tool can fix a broken sales process) - Shiny features don’t make up for bad content - New tools can be overwhelming if you try to do too much
Bottom line: Interactive playbooks are great for teams who want things simple, visual, and easy to update. If your reps just need a one-page cheat sheet, stick to that. But if you want something more dynamic, let’s get into it.
Step 1: Get Set Up in Tome
Tome is basically a mashup of slides, docs, and web content—think of it as a flexible canvas for storytelling and guides. It’s web-based, so nothing to install, and sharing is as easy as sending a link.
To get started: - Sign up for Tome (free and paid plans available) - Poke around the interface—create a new “Tome” to start - Familiarize yourself with the main features: pages (think slides or sections), drag-and-drop blocks, media embeds, and navigation
Pro tip: Don’t start by importing every process doc you’ve ever made. Start fresh. Keep your first playbook focused.
Step 2: Map Out What Your Playbook Needs
Before you touch any buttons, sketch out what reps actually need from a playbook. (This is the step most folks skip.)
Ask yourself: - What are the top 3-5 things reps struggle with? - What do managers keep repeating on every call? - What really needs to be in front of a rep during a pitch?
A basic sales playbook might include: - Elevator pitch and core messaging - Objection handling (the real ones, not just the ones marketing likes) - Competitive talking points - Product demo flows or key slides - Qualification criteria and discovery questions - Call scripts (if you must—keep these short)
What to skip: - Ten pages of corporate history - Old personas no one uses - Internal jargon
Pro tip: Ask a rep to walk you through their last call. What did they wish they had at their fingertips? Build around that.
Step 3: Build the Framework in Tome
Now you’re ready to make the bones of your playbook.
- Create a new Tome: Think of each page as a major section (e.g., Messaging, Objections, Demo Flow).
- Set up a simple table of contents: Tome supports clickable navigation so reps can jump straight to what they need.
- Use clear, direct headlines: “How to handle pricing objections”—not “Value Messaging Framework.”
- Add a short intro or “How to use this playbook” page. Keep it to 2-3 sentences.
Block types you might use: - Text blocks: For scripts, talking points, or lists - Image/video: Demo walkthrough, quick intro from a manager, or a product screenshot - Embeds: Calendars, forms, or even links to CRM fields - Callout boxes: For “Must say this” or “Don’t do this” reminders
What to ignore: Don’t waste time making every page beautiful. Clean and simple wins—your team isn’t here for a design contest.
Step 4: Add Content That’s Actually Useful
Copy-pasting a bunch of old docs isn’t going to help anyone. Here’s what to do:
- Chunk info into bite-sized sections. If a page runs longer than your screen, it’s probably too much.
- Add real-world examples. Actual call snippets or recordings beat generic “value props.”
- Embed short videos. If you have a good 2-minute demo or objection handling clip, drop it in.
- Keep scripts short and adaptable. No one wants to read a novel while on a call.
What works: - Interactive objection handling: “If they say X, click here for response options.” - Quick-reference cheat sheets: Pricing one-pagers, competitor fast-facts
What doesn’t: - Over-engineered click paths (if it takes more than 2 clicks to find something, it’s lost) - Walls of text—people will scroll past
Pro tip: User test with a couple of reps. Watch them find (or not find) what they need. If they get lost, simplify.
Step 5: Make It Interactive (But Not Annoying)
Tome’s strength is interactive, multimedia content. But be careful—bells and whistles can get in the way.
Good uses of interactivity: - Expandable sections for deep dives (hide extra detail unless needed) - Embedded video explainers or demos - Branching pages for different scenarios (e.g., “If prospect says A, go here”)
What to avoid: - Complex navigation trees—no one wants to play “choose your own adventure” during a sales call - Gimmicky animations or sounds (unless you want to annoy your team)
Pro tip: For every interactive element, ask: “Will this make it easier for reps to sell?” If not, skip it.
Step 6: Share the Playbook (and Control Who Sees What)
Once you’ve built your playbook, sharing in Tome is simple:
- Generate a shareable link (view-only or editable)
- Set permissions (only your team, or open to anyone with the link)
- Optionally, embed your Tome playbook in your internal wiki, CRM, or Slack channel
Who should have edit access? - Keep it tight. Usually: sales enablement, a couple of trusted managers, maybe product marketing. - Too many cooks and you’ll end up with Frankenstein’s monster.
Pro tip: If you update the playbook, everyone with the link gets the latest version instantly—no more “Which version is this?” headaches.
Step 7: Keep It Fresh (Without Losing Your Mind)
No playbook is ever “done.” But constant updates can turn into a mess fast.
How to manage updates: - Set a schedule—quarterly or monthly reviews work fine for most teams - Appoint one owner (not a committee) - Get feedback from reps: What’s missing? What’s outdated? - Keep a “What’s new?” section for quick reference
What to ignore: - Chasing down every tiny feedback request—focus on what actually moves the needle - Perfection. Good enough and up-to-date beats “polished but never used.”
Honest Pros and Cons of Using Tome for Sales Playbooks
What Tome gets right: - Simple, clean interface—easy to build something that looks good - Fast updates, instant sharing - Multimedia support (doesn’t feel like another boring doc) - Works on desktop and mobile
Where it can fall short: - Not as customizable as some dedicated sales enablement platforms (no deep CRM integrations) - Can get slow or clunky with huge, media-heavy playbooks - Still needs buy-in—if your team won’t use it, the tool won’t fix that
Who should skip it: - Teams that already live in a dedicated sales enablement platform (e.g., Highspot, Showpad) - Orgs where playbooks are barely used anyway (fix your process first)
Keep It Simple. Iterate Often.
You don’t need to reinvent the wheel. The best sales playbooks are the ones that get used, not the ones that look the fanciest. Start with the basics, roll it out, and tweak as you go. If you focus on making your team’s life easier, you’ll know you’re on the right track.
Got a page that reps keep coming back to? Great, double down on it. Something no one clicks? Cut it. Less is more.
Remember: Interactive playbooks are just a tool. The real work is making sure your content is clear, useful, and actually helps your team win deals. Keep it simple, update when needed, and don’t stress about perfection. Your sales team—and your sanity—will thank you.