The role of the sales development representative (SDR) is evolving as automation technology like chatbots enables them to focus on higher-value tasks such as understanding customer pain points and building relationships. SDRs are now incentivized to prioritize stage two opportunities, having conversations with prospects to confirm their use cases, rather than just passing along leads. This shift allows humans to take over tasks that bots excel at, while chatbots handle repetitive and routine inquiries, ultimately making SDRs more strategic assets to the sales organization.