Definition
The percentage of marketing-qualified leads that sales confirms as sales-qualified.
Formula
SQLs / MQLs x 100
How to measure
Divide the count of MQLs that sales accepts and converts to SQL status by the total MQLs handed off in that period.
Why track it
This rate is the clearest signal of whether marketing and sales agree on lead quality, and a low rate usually means the qualification bar needs realignment.
Example
Of 250 MQLs passed to sales, 80 are accepted as SQLs, a 32% MQL-to-SQL rate.
FAQ
- What is MQL-to-SQL Conversion Rate?
- The percentage of marketing-qualified leads that sales confirms as sales-qualified.
- How do you calculate MQL-to-SQL Conversion Rate?
- SQLs / MQLs x 100
- Why track MQL-to-SQL Conversion Rate?
- This rate is the clearest signal of whether marketing and sales agree on lead quality, and a low rate usually means the qualification bar needs realignment.