Sales Qualified Lead (SQL) Calculator
Compute SQL volume needed to hit pipeline and revenue targets, using BANT and conversion benchmarks.
MQL vs SQL — The Critical Handoff
An SQL is what happens AFTER an SDR/BDR has qualified an MQL. Qualification typically uses BANT (Budget, Authority, Need, Timeline) or MEDDIC frameworks. The SDR confirms the prospect has budget, is or can influence the decision-maker, has a real need, and is buying within a defined window. Source: Sirius Decisions, MEDDIC framework. Last updated: May 2026.
Typical SQL Conversion Benchmarks 2026
| Segment | SQL → Opp | Opp → Close |
|---|---|---|
| SMB SaaS | 50-70% | 20-35% |
| Mid-market | 40-60% | 15-30% |
| Enterprise | 30-50% | 10-25% |
BANT vs MEDDIC Qualification
BANT: Simple — Budget, Authority, Need, Timeline. Works for SMB and mid-market. MEDDIC: More rigorous — Metrics, Economic buyer, Decision criteria, Decision process, Identify pain, Champion. Best for enterprise. Most teams use BANT for early-stage qualification, then add MEDDIC layers for larger deals.
How to Improve SQL → Opp Conversion
(1) Demo quality — train AEs to discovery before product. (2) Mutual action plan — explicit next steps documented in every meeting. (3) Multi-threading — identify additional decision-makers early. (4) Champion development — empower internal advocates to sell on your behalf. (5) ROI documentation — build calculator or worksheet specific to prospect's situation.