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)

Episode notes

⁠⁠⁠⁠ Subscribe to the Outbound Kitchen newsletter⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ --- Ask: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Submit your questions here⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ (anonymous) --- 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.