SQL-to-Close Rate
The proportion of sales-qualified leads that eventually become closed-won revenue.
What it actually measures
It spans qualification accuracy and sales execution together, which makes it a good health indicator and a poor diagnostic. A falling rate could mean qualification loosened or execution weakened; the stage conversions underneath tell you which.
It sets coverage
RELATED TERMS
Pipeline Coverage
The ratio of open pipeline value to the target for a period. Answers whether there is enough in play to hit the number at historical conversion rates.
Sales Qualified Lead (SQL)
A lead that sales has examined and accepted as a genuine opportunity worth working. The point at which pipeline responsibility formally transfers.
Stage-to-Stage Conversion
The proportion of opportunities moving from each stage to the next. The most localised view of where pipeline dies.
Win Rate
The proportion of opportunities that close won, measured against a defined denominator — which is where most of the disagreement lives.
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