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.