---
title: "How to create and manage playbooks"
slug: "how-to-create-and-manage-playbooks"
updated: 2026-03-25T20:09:03Z
published: 2026-03-25T20:09:03Z
---

> ## Documentation Index
> Fetch the complete documentation index at: https://help.gong.io/llms.txt
> Use this file to discover all available pages before exploring further.

# How to create and manage playbooks

> **Who can use this**: Business admin
> 
> **Available on**: Forecast Essentials, Gong Forecast
> 
> **Ideal for**: RevOps

AI Deal Reviewer assesses whether reps are sticking to a specific sales methodology playbook, so you can better qualify your pipeline. In **Settings**, you have two options:

- Use a pre-built playbook: Start with an existing template and tailor it by adding or removing elements to match your team’s sales methodology. Each pre-built playbook comes with smart trackers already set up for you.
- Create a new playbook: Build one from scratch with full control over its structure and content.

## Apply a pre-built playbook

> **Where to go:**Admin center > Agent studio

Follow these instructions to use one of Gong’s pre-built playbooks:

1. Hover over **AI Deal Reviewer** card, and click **Settings**.
2. Click **+ New Playbook**.
3. Choose one of the existing playbooks. These include: MEDDICC (available in all languages), BANT, SPIN, Challenger, SPICED, Solution selling, and Sandler.

![AI Deal Reviewer settings page with options to create and select sales playbooks.](https://cdn.us.document360.io/2837c190-3ec8-4120-9116-6d427e774667/Images/Documentation/Playbook empty state(1).png)

At this point your playbook is ready for immediate use, including AI sources. You can click **Publish** and add your playbook to a deal board. To customize your playbook or set up CRM sync, continue at [customize your playbook](/v1/docs/how-to-create-and-manage-playbooks#customize-your-playbook) below.

## Create a custom playbook from scratch

> **Where to go:**Admin center > Agent studio

While in most cases, you would start with a pre-built playbook, Gong gives you the flexibility to create your own from scratch, and add trackers. Here’s how:

> [!NOTE]
> **Note**:
> 
> It can take some time pulling in all the data for building a playbook from scratch. This file will help you organize all the materials you’ll need to create your playbook. Look at the example and then add all of your playbook information using the blank page, making it easier to copy over to Gong.
> 
> [](https://cdn.us.document360.io/2837c190-3ec8-4120-9116-6d427e774667/Images/Documentation/Playbook setup template(2) (3).xlsx)Playbook setup template(2) (3)56.98 KB[**](https://cdn.us.document360.io/2837c190-3ec8-4120-9116-6d427e774667/Images/Documentation/Playbook setup template(2) (3).xlsx)

1. Hover over **AI Deal Reviewer** card, and click **Settings**.
2. Click **+ New Playbook** and select **Start from scratch**.
3. Give your playbook a name and description.

You’ll now need to [customize your playbook](/v1/docs/how-to-create-and-manage-playbooks#customize-your-playbook), and set up a CRM sync (optional).

## Customize your playbook

> **Where to go:**Admin center > Agent studio

Refer to this screenshot to help you customize your playbook and add CRM fields:

![Settings page displaying metrics and AI source for tracking elements in Playbooks.](https://cdn.us.document360.io/2837c190-3ec8-4120-9116-6d427e774667/Images/Documentation/Customize your playbook.png)

1. Add, [remove](/v1/docs/how-to-create-and-manage-playbooks#delete-a-playbook-element), or duplicate elements. You can have up to 20 elements per playbook. For pre-built playbooks, remember to update the name and description of your playbook if you edit the elements, so users aren’t confused.
2. Choose an element name and description for any new elements. The first letter of each element name is displayed in the deal board. The description is used for coaching inside the playbook, and should guide reps on how to fill in the element – for example, by identifying the prospect's goals.

![Overview of metrics in a business dashboard with an explanation of metrics importance.](https://cdn.us.document360.io/2837c190-3ec8-4120-9116-6d427e774667/Images/Documentation/Element description(1).png)

If you add an AI source to the element (next step), this description is used as part of the prompt, and will help create suggested notes that suit the description.
3. Select an AI source to suggest notes. Adding a tracker is not essential, but without them there won’t be suggestions to help complete the element. You’ll have three choices:
  - [Pre-trained smart trackers](/v1/docs/pre-trained-smart-trackers) optimized by Gong, are the default AI source, and the easiest way to start.
  - [Custom smart trackers](/v1/docs/create-and-manage-custom-smart-trackers), which you can create to detect any concept in your methodology.
  - [Keyword trackers](/v1/docs/create-and-manage-keyword-trackers) help create a suggested note based on specific words or phrases mentioned in the conversation, for example – competitor name.
4. Sync with your CRM****(optional). Select a field from the CRM opportunity fields.

Gong provides a two-way sync with the CRM, so any changes in the CRM are reflected in Gong, and vice versa.

> [!NOTE]
> Note:
> 
> To select a field, it must be set up to be imported to Gong. Here’s how to import a field into Gong using [Salesforce](/v1/docs/set-import-of-salesforce-fields), [HubSpot](/v1/docs/set-import-of-hubspot-fields) or [Dynamics 365](/v1/docs/set-the-fields-to-import).

> [!NOTE]
> For Salesforce only:
> 
> If you start using your playbook without syncing any CRM fields, data will be saved in the playbook in Gong. When you’re ready to sync with your CRM, add the CRM fields to the playbook and publish it:
> 
> - If there’s already data in Gong for these fields, it will override data in corresponding CRM fields.
> - If there is no data in Gong for these fields, nothing will happen in corresponding CRM fields.
> 
> Gong will sync data from the playbook to your CRM, covering up to the past 3 months.
  1. In the **Note field**: Choose from rich text or plain text CRM fields. Rich text fields are optimal, since they enable you to add links, bullets, and other formatting options that make the text more readable. (Using Salesforce and want to [convert a plain text field to a rich text field](/v1/docs/how-do-i-switch-to-a-rich-text-field-in-salesforce)?)
  2. In the **Status field**:
    1. If you’re using Salesforce or Dynamics 365, sync with a boolean field.
    2. If you’re using Hubspot, sync with a single checkbox field using a True/ False value format.
5. Click **Publish** and the playbook is now available. You’ll be asked if you want to add the playbook to a deal board now or later.

Alternatively you can select **Save** if you are not ready to publish your playbook, letting you work in draft mode.

## Delete a playbook element

> **Where to go:**Admin center > Agent studio

If you added an element to your playbook by mistake or want to delete an element, follow these steps:

1. Hover over **AI Deal Reviewer** card, and click **Settings**.
2. Click ![](https://cdn.us.document360.io/2837c190-3ec8-4120-9116-6d427e774667/Images/Documentation/More_DS.png) beside the playbook you want to manage and click **Edit**.
3. Hover over the element you want to delete, click ![](https://cdn.us.document360.io/2837c190-3ec8-4120-9116-6d427e774667/Images/Documentation/More_DS.png) then click **Delete**.

If the element is synced with your CRM, data that’s already been synced isn’t affected. If the element wasn’t synced, any data that’s been saved in it will be permanently deleted.

## Add a playbook to a deal board

> **Where to go:**Revenue > Deals

Once your playbook is published, you can add it to as many deal boards as you like to gain real-time visibility into deal health.

Here’s how:

1. From the left sidebar, click **Revenue**, then select **Deals**.
2. Either select a board and click **Edit board** OR click ![](https://cdn.us.document360.io/2837c190-3ec8-4120-9116-6d427e774667/Images/Documentation/More_DS.png) followed by **+ Create board**.
3. Under **Columns**, if there is a published playbook, you’ll see a prompt saying **Playbook available!**
4. Click **Add now**, where you have the choice of which playbook to add if you have more than one published.

![The interface shows options to edit deal board columns and add a playbook.](https://cdn.us.document360.io/2837c190-3ec8-4120-9116-6d427e774667/Images/Documentation/Add playbook to a dealboard.png)
5. Use ![6 dots light.png](https://cdn.us.document360.io/2837c190-3ec8-4120-9116-6d427e774667/Images/Documentation/6%20dots%20light.png) to move the playbook to where you want to see it. Placing it higher up means that it's closer to the left of the board.
6. Click **Save**.

## How to deactivate or delete a playbook

There are 2 ways to stop working with a playbook:

- Deactivating a playbook means that you’ll no longer be able to add it to a deal board, but it will remain in your playbooks settings.
- Deleting a playbook will be permanent and data that was saved in the playbook can’t be restored.

In either case, you won’t be able to complete the action if the playbook is being used in a deal board. You’ll need to remove it in the board settings before it can be deactivated or deleted.

#### Deactivate a playbook

> **Where to go:**Admin center > Agent studio

Here’s how to deactivate a playbook:

1. Hover over **AI Deal Reviewer** card, and click **Settings**.
2. Click![](https://cdn.us.document360.io/2837c190-3ec8-4120-9116-6d427e774667/Images/Documentation/More_DS.png)beside the playbook you want to deactivate, followed by **Edit**.
3. Click **Unpublish**.

![Settings page for Playbooks with options to Unpublish, Save, and Publish.](https://cdn.us.document360.io/2837c190-3ec8-4120-9116-6d427e774667/Images/Documentation/Unpublish.png)

> [!NOTE]
> Note:
> 
> Deactivating the playbook doesn’t affect data that’s saved in the playbook, or data that’s been synced with your CRM.

#### Delete a playbook

> **Where to go:**Admin center > Agent studio

Here’s how to delete a playbook:

1. Hover over **AI Deal Reviewer** card, and click **Settings**.
2. Click ![](https://cdn.us.document360.io/2837c190-3ec8-4120-9116-6d427e774667/Images/Documentation/More_DS.png) beside the playbook you want to delete and click **Delete**.

![Overview of Playbooks with options to edit and delete entries for sales methodologies.](https://cdn.us.document360.io/2837c190-3ec8-4120-9116-6d427e774667/Images/Documentation/Delete playbook.png)

> [!NOTE]
> **Note**:
> 
> If the playbook is CRM-synced, existing data remains unaffected. If not, saved data can’t be restored.

A team member who manages the business entities in Gong, such as deal and forecast boards. [Find my Business admin](/v1/docs/find-your-technical-or-business-admin).

Gong’s Deal Execution package with full pipeline management, granular deal intelligence, and all the essentials needed for reality-based forecasting. Access to features depends on your [company’s plan and your assigned seat](/v1/docs/plans-and-seats).

Gong’s full Forecast package for next-level forecasting and revenue optimization. Access to features depends on your [company’s plan and your assigned seat](/v1/docs/plans-and-seats).

A team member who manages and optimizes revenue-related workflows by managing business entities such as metrics, targets, and dashboards.

## Related

- [AI Deal Reviewer](/understanding-ai-deal-reviewer.md)
- [Track playbook progress in your deal pipeline](/track-playbook-progress-in-your-deal-pipeline.md)
- [FAQs: Playbook](/playbook-faqs.md)
- [Understanding deal boards](/understanding-deal-boards.md)
- [How to create and manage deal boards](/how-to-create-and-manage-deal-boards.md)

## Attachments

- [Playbook setup template.xlsx](https://cdn.us.document360.io/2837c190-3ec8-4120-9116-6d427e774667/Images/Documentation/Playbook setup template.xlsx)