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Troy Johnson is the SDR Enablement Program Manager at JumpCloud, where he supports three outbound and inbound teams across the Americas. After six years as an SDR manager, he transitioned into enablement and ramped himself up by interviewing 15+ enablement leaders externally and using AI to find patterns across the conversations. He now runs a bi-weekly peer group with other SDR enablement managers to share best practices.
We discuss:
1. What SDR enablement actually is, the difference between a "head coach" and a "skills coach"
2. How Troy ramped himself up in 90 days by interviewing 15 enablement leaders and using AI to find patterns
3. The three essential components every SDR playbook needs from day one
4. How to split your time between content, coaching, and training (the 30/30/30 framework)
5. When to hire your first SDR enablement person — team size, motions, and complexity signals
6. The ideal onboarding structure: 2-3 weeks of foundations + "Prospecting Bootcamp" through day 60
7. Using AI to accelerate business acumen — the underrated use case most teams miss
Connect with Troy:
https://www.linkedin.com/in/techsalestroy/
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Chapters
(0:00) Introduction to SDR Enablement
(0:54) Defining SDR Enablement
(3:02) The Importance of SDR Enablement
(4:46) Onboarding and Training Strategies
(5:18) Ramping Up in SDR Enablement
(12:42) Day-to-Day Operations
(17:05) Team Structure and Support
(21:08) Scaling and Complexity in SDR Teams
(24:46) The Role of Enablement in Sales Teams
(25:44) Key Components of an SDR Playbook
(30:11) Effective Onboarding Strategies
(35:09) Leveraging AI for Sales Enablement
(40:13) Metrics to Measure Enablement Impact
(41:38) AI Tools and Techniques in Sales
