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SQL-to-Opportunity Rate
The percentage of Sales Qualified Leads (SQLs) that progress to a formal sales opportunity — the conversion rate between SDR qualification and AE-accepted pipeline creation.
What it shows
This rate reveals SDR qualification accuracy and AE pipeline acceptance rigour. A low rate suggests SDRs are booking meetings with under-qualified prospects or AEs are applying inconsistent criteria for pipeline creation — either a training or definition problem.
Formula
SQL-to-Opp Rate = New Opportunities Created from SQL Source ÷ Total SQLs × 100. Track per SDR and per AE to identify where the drop-off occurs.