Most sales teams have a playbook. The real question is: does anyone actually use it? Too often, sales playbooks become long documents full of theory, scattered notes, and generic advice that reps rarely open once onboarding is over. What many organisations underestimate is how difficult it is to design a playbook that is truly practical, one that clearly guides sellers on what to do at every stage of the sales process. This hands-on workshop will break down how to build a sales playbook that is simple, structured, and genuinely useful in the flow of selling. Together, we’ll explore how to architect a playbook so that any seller, new or experienced, can quickly understand the actions, questions, and resources they need at each stage of a deal. Participants will look at a practical framework for structuring playbooks, including: - How to organise stages - Defining key activities - Creating clear guidance that removes ambiguity for sales teams. Expect a practical, interactive session focused on clarity, usability, and real-world application. You’ll leave with a simple adaptable template for building (or fixing) a sales playbook your reps will actually open and know exactly what to do when they do.