Sales / RevOps
Lead-to-Opportunity Conversion Rate
The share of leads that turn into real sales opportunities.
The fork, why two teams get different numbers
What counts as a "lead" in the denominator, every raw inbound record, only marketing-qualified leads (MQLs), or only sales-accepted leads (SALs), and whether the unit is a LEAD record, a CONTACT/person, or the ACCOUNT they belong to.
In the Metric Library
- The full fork, both definitions worked all the way through
- The trap that makes the number lie, on a real export
- Every formula variant, spelled out
- The reconciliation anchor, what to tie it to and when to refuse
Reference: Marketing-ops / RevOps funnel convention; demand-waterfall stage model (reference only)