Outbound Kitchen - B2B Sales Podcast OK23: How to Build SDR Enablement from Scratch: When to Hire, What to Focus On, and the 3 Things Every Outbound Playbook Needs (with Troy Johnson, SDR Enablement at Jumpcloud)
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Jan 15, 2026 Troy Johnson, the SDR Enablement Program Manager at JumpCloud, shares his insights on building robust SDR enablement strategies. He discusses the vital distinctions between skills coaching and management roles. Troy reveals how he ramped up in just 90 days by interviewing over 15 leaders and leveraging AI for pattern recognition. He emphasizes three essential components for an SDR playbook, ideal onboarding structures, and the importance of timing when hiring for enablement. His use of AI in training is revolutionary, making rapid learning for sales reps a reality.
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Enablement Is The Skills Coach
- Troy Johnson defines SDR enablement as the skills coach versus the manager who is the head coach.
- Enablement owns the path and systems to help individuals upskill without owning quota.
Ramp Faster By Interviewing Peers
- Interview other enablement leaders and transcribe conversations to learn proven practices fast.
- Use AI to analyze transcripts and surface trends you can adopt immediately.
Use The 30/30/30 Time Split
- Split your time roughly into thirds: content, coaching, and stakeholder alignment.
- Spend ~30% on content, ~30% on individualized coaching, and ~30% on meetings/shadowing.