Pipeline Conversion Rate: 23% Benchmark (Opp→Close)

What are healthy sales pipeline conversion rates? TL;DR B2B SaaS average pipeline conversion: Lead→MQL 25%, MQL→SQL 40%, SQL→Opp 60%, Opp→Close 30%. Overall conversion: 1.8%. Source: Optifai Sales Ops Benchmark 2025 (N=939 companies, Q1-Q3 2025) Ov...