Sales Funnel Conversion Rate Calculator

For the purposes of this calculator, we kept the pre-filled conversion rates at the low-end to default to a conservative estimate. If your actual conversion rates are lower than the default, you have a lead quality issue that needs to be addressed.

A lead to MQL conversion rate below 25% suggests:

Lead Quality Issue: The leads entering your funnel may not fit your ideal customer profile or show enough intent.

Inefficient Marketing Spend: Resources may be wasted attracting unqualified or poorly targeted leads.

Misaligned Qualification Criteria: Your definition of an MQL may be too strict, or your marketing and sales teams may not be aligned on what constitutes a qualified lead.

Gaps in Lead Nurturing: Leads may not be receiving the right content or follow-up to move them further down the funnel.

For the purposes of this calculator, we kept the pre-filled conversion rates at the low-end to default to a conservative estimate. If your actual conversion rates are lower than the default, you have a qualification issue that needs to be addressed.

A MQL to SQL conversion rate below 15% suggests:

Lead quality or qualification issues: Marketing may be passing leads that don’t meet sales’ criteria, or your lead scoring/nurturing process may be too broad or not targeted enough.

Sales and marketing misalignment: There may be a disconnect between how marketing defines an MQL and what sales considers a true SQL.

Sales Process Inefficiencies: Slow follow-up, lack of personalization, or poor handoff between teams can reduce conversion rates.

For the purposes of this calculator, we kept the pre-filled conversion rates at the low-end to default to a conservative estimate. If your actual conversion rates are lower than the default, you have a sales process issue that needs to be addressed.

If your SQL to Opportunity rate is below 50%, it may signal:

Lead Quality Issues: Many SQLs may not be truly qualified or ready for a sales conversation, leading to high drop-off at this stage.

Misaligned Qualification Criteria: The definition of an SQL may be too broad, or not aligned with what your sales team considers a real opportunity.

Ineffective Sales Process: Slow follow-up, lack of personalization, or poor handoff between teams can reduce conversion rates. 

Poor Sales Enablement Tools: Bad demos, sales decks that don’t speak to ICP-driven pain points, or unclear value drivers leading to pricing objections can all drastically lower your conversions to legitimate deal Opportunities.

Sales and Marketing Misalignment: Disagreement between marketing and sales on what constitutes a qualified lead can result in unproductive pipeline stages.

For the purposes of this calculator, we kept the pre-filled conversion rates at the low-end to default to a conservative estimate. If your actual conversion rates are lower than the default, you have a pipeline quality issue that needs to be addressed.

A close rate below 15% suggests:

Low Pipeline Quality: Many opportunities entering your pipeline may not be well-qualified or are unlikely to close from the outset.

Poor Qualification or Discovery: Sales teams may be advancing deals without fully understanding or addressing the buyer’s true needs, leading to stalled or lost deals.

Misaligned Sales Process: There could be a disconnect between how opportunities are defined and what actually constitutes a real chance of closing.

Resource Waste: Time and effort are being spent on deals that have a low likelihood of success, reducing overall sales efficiency.

Competitive or Market Challenges: Intense competition, market saturation, or economic headwinds can also depress close rates