How to set up a Claude Project for your sales playbook

Steps

1. 1

   Open Claude and find Projects.

   On claude.ai, look for Projects in the left side menu and create a new one. Projects are available on some plans, and limits differ by plan.

2. 2

   Name it plainly.

   Something like "Sales playbook" or your company name plus "Sales".

3. 3

   Write the project instructions.

   This is the most important part. Keep it to one page. Use the template prompt below to draft it, then fix it by hand.

4. 4

   Add your knowledge files.

   Upload the things a new rep would need on day one: what you sell, price ranges if you are ok sharing them, who your best customers are, your top 5 objections with good answers and 3 to 5 emails that worked.

5. 5

   Test it with a real task.

   Start a chat inside the Project and ask for a follow up email for a real deal. If it gets your product or tone wrong, fix the instructions, not just the email.

6. 6

   Keep it fresh.

   When prices, products or your pitch change, update the files. Old files give old answers.

7. 7

   Share it if your plan allows.

   On some team plans you can share a Project with coworkers so everyone writes from the same playbook.

What to put in the instructions

• Who you are: company, what you sell, where you sell.
• Who buys: job titles, type of company, size.
• Why they buy: the 2 or 3 problems you solve, in their words.
• Tone rules: short sentences, words you use, words you never use.
• Hard rules: never make up prices, never promise delivery dates, always end emails with one question.

Prompts you can copy

Draft my project instructions

Help me write instructions for a Claude Project that I will use for sales.
About my business: [what you sell, who buys it, where].
Our best customers: [describe 2 or 3].
Problems we solve: [list them in plain words].
How I write: [short, casual, etc. or paste 2 emails].
Rules: [things it must never do].
Write the instructions in under 300 words, as plain rules, so you will follow them in every chat in this Project.

Build an objection file

Here are the objections I hear most and how I answer them today: [paste your notes].
Clean these up into a simple document: each objection as a heading, then a short spoken answer under 40 words that sounds like a person on the phone, then one question to ask after. I will upload this to my Project.

Test the project

Using what you know from this Project, write a follow up email to [name] at [company] after a call where [what happened]. Then tell me which file or instruction you used for each part, and anything you had to guess.

Example

This is a made-up example. A small industrial cleaning company makes a Project called "Sales". Instructions say they clean food plants in Ohio and Indiana, buyers are plant managers and safety managers, the main problems are failed audits and night crew no shows, emails stay under 80 words and never mention price before a site visit. Files: a one page service list, five past emails and an objection sheet.

They ask, "Write a follow up to Karen, plant manager, after she said they already have a cleaning vendor." A good answer stays short, mentions audit readiness, offers a site walk, and does not quote a price, because the rules said not to. When the answer follows your rules without you repeating them, the Project is set up right.

Tips

• Shorter instructions work better than a 10 page manual. Put the long stuff in files.
• Name files clearly, like "Objections 2026" or "Price ranges", so you know what is in there.
• Ask Claude what it is guessing. If it guesses a lot, add a file that answers it.
• Good files to start from: our SOP prompts, best call answers and sales manager prompts.

What not to do

• Don't upload anything your company would not want stored in an outside tool. Ask first.
• Don't dump every file you have. Too much old stuff makes answers worse.
• Don't skip the test. One real task shows you right away what is missing.

FAQ

Is a Claude Project the same as memory?

Not quite. A Project holds the instructions and files you put in it, and Claude reads them in chats inside that Project. Memory features are separate and depend on your plan and settings.

Can ChatGPT do the same thing?

Yes. ChatGPT also has Projects where you can add files and instructions. The steps in this post work the same way there.

How many files should I add?

Start with 3 to 6. A service list, your objections, a few good emails and your instructions are enough to see a big difference.

Can my whole team use one Project?

On some team plans you can share Projects. If yours does not allow it, share the instructions document and everyone can make their own.

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First posted October 28, 2026. Last updated October 28, 2026. Free to copy and use, CC BY 4.0.