SQL-to-Opportunity Rate | GTM Metrics

GTM Metric

Measure sales qualification effectiveness

Track how many sales qualified leads become genuine sales opportunities. Optimize discovery calls, qualification processes, and needs assessment to improve opportunity creation.

SQL-to-Opportunity Rate Dashboard

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Overall Conversion

65%

+8.3%

Inbound SQLs

72%

+10.8%

Outbound SQLs

58%

+5.5%

Average Time

3.5 days

-30%

Trend Analysis

Current

Connected to HubSpot, Salesforce

Updated 2m ago

Why SQL-to-Opportunity Rate Matters

Essential insights for optimizing your go-to-market strategy

Key Insight #1

Inbound SQLs typically convert 20% better than outbound

Key Insight #2

Proper discovery frameworks can improve conversion rates by 25%

Key Insight #3

Referral SQLs have the highest opportunity conversion rates

How to Calculate

Formula

Sales Opportunities Created ÷ Sales Qualified Leads × 100

Benchmarks

Industry Average:50-70%

Good Performance:70-80%

Excellent Performance:> 80%

Trend Analysis

Implementation Guide

How to track this metric effectively with Airbook's integrated platform

1. Connect Your Data

Connect your CRM, marketing tools, and analytics platforms with Airbook's 150+ connectors. Data syncs automatically and gets transformed into analysis-ready tables.

2. Build Your Analysis

Use our collaborative workspace to calculate this metric with SQL or no-code tools. Create segments, time periods, and cohort analyses across all your data sources.

3. Track & Act

Build auto-refreshing dashboards, set up threshold alerts, and track trends over time. Share insights across teams and trigger actions based on your metrics.