Qualification, routing, and first drafts are becoming agent work. The humans move up: strategic accounts, deep research, multithreading, enablement. Mark who owns each task today and the map shows what moves, and how many hours move with it.
TaskWho owns it todayHrs/wk per BDR
Lead qualification & scoring
target: AI / agents · movable
Routing & assignment
target: AI / agents · movable
First-touch outreach drafts
target: AI / agents · movable
Follow-up sequencing
target: AI / agents · movable
CRM data entry & hygiene
target: AI / agents · movable
Meeting scheduling
target: AI / agents
Deep account research
target: human
Strategic & named-account plays
target: human
Multithreading & relationship mapping
target: human
Sales enablement & feedback loop
target: human
Hours are editable examples. Put in yours. Team size below scales the total.
The AI lane · agents own this
Lead qualification & scoringMOVE IT
Routing & assignmentMOVE IT
First-touch outreach draftsMOVE IT
Follow-up sequencingMOVE IT
CRM data entry & hygieneMOVE IT
Meeting schedulingDONE
The human lane · where BDRs move up
Deep account researchOWNED
Strategic & named-account playsUNSTAFFED
Multithreading & relationship mappingUNSTAFFED
Sales enablement & feedback loopOWNED
Nobody owns 2 high-value tasks. That’s where the reclaimed hours go.
3/10 tasks already in their target lane
Humans are still doing 21 hours a week of agent work, per BDR. Across 4 BDRs that’s 84 hours a week to redeploy into strategic accounts, deep research, and enablement. Not headcount cut. Headcount promoted.
The math
movable hours = sum of hours on AI-target tasks a human still owns