MQL to SQL Conversion Calculator
Measure how many marketing qualified leads survive sales qualification, the handoff metric between teams.
MQL to SQL rate
What it measures
This is the share of marketing qualified leads that sales accepts as sales qualified. It measures the handoff where most funnels quietly break.
Why it matters
A low rate means marketing and sales disagree about what a good lead is. That argument, unresolved, wastes both budgets.
A worked example
45 SQLs from 150 MQLs is 30 percent: a healthy handoff. At 10 percent, the MQL definition needs renegotiating.
How to read and improve it
Fix the definition before the volume. One shared, written qualification bar removes most of the friction this metric exposes.
Frequently asked questions
What is a good MQL to SQL rate?
25 to 40 percent is a common healthy band. Much higher can mean marketing is being too conservative.
Who owns this number?
Both teams, formally. It only improves when marketing and sales review it together.
More in Conversion and funnel: Conversion Rate Calculator · Lead Conversion Rate Calculator · Close Rate Calculator
Next stepWant these numbers moving the right way?We run growth for B2B SaaS companies. Book a call and bring your metrics.
Book a call
