How to calculate MQL to SQL Conversion Rate

Formula

MQL to SQL rate = leads accepted by sales ÷ marketing-qualified leads × 100

SQL query

This example assumes: leads(id, source, mql_at, sql_at). It is written in PostgreSQL syntax; date functions differ slightly in MySQL, BigQuery and SQLite, and your column names will differ from these.

SELECT DATE_TRUNC('month', mql_at) AS month,
       COUNT(*)                         AS mqls,
       COUNT(sql_at)                    AS sqls,
       COUNT(sql_at) * 100.0 / NULLIF(COUNT(*), 0) AS mql_to_sql_pct
FROM leads
WHERE mql_at IS NOT NULL
GROUP BY 1
ORDER BY 1;

Common mistakes that make MQL to SQL Conversion Rate wrong

• Recent MQLs have not had time to be accepted or rejected; measure a cohort at a fixed age.
• If sales never updates the status, 'not accepted' really means 'not reviewed'.
• Changing the MQL definition mid-year breaks the trend.

Ask for MQL to SQL Conversion Rate in plain English

Instead of writing the query yourself, you can type the question. SchemaChat turns it into SQL against your connected database or uploaded file, runs it, and shows the SQL and the figures it used so you can check the answer before you share it. It does not replace your judgement about the definition: check that the query matches the formula your business uses.

• What is our MQL to SQL rate by month?
• Which sources produce the most sales-accepted leads?