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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.
Listen on YouTube, Spotify, Apple Podcasts, and Snipd.
We discuss:
What SDR enablement actually is, the difference between a “head coach” and a “skills coach”
How Troy ramped himself up in 90 days by interviewing 15 enablement leaders and using AI to find patterns
The three essential components every SDR playbook needs from day one
How to split your time between content, coaching, and training (the 30/30/30 framework)
When to hire your first SDR enablement person — team size, motions, and complexity signals
The ideal onboarding structure: 2-3 weeks of foundations + “Prospecting Bootcamp” through day 60
Using AI to accelerate business acumen — the underrated use case most teams miss
Where to find Troy:
On LinkedIn: https://www.linkedin.com/in/techsalestroy/
My biggest takeaways from this conversation:
The Head Coach vs. Skills Coach Model
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